ZNOTES.ORG
UPDATED TO 2023-2025 SYLLABUS
CAIE IGCSE
BUSINESS
STUDIES
SUMMARIZED NOTES ON THE THEORY SYLLABUS
CAIE IGCSE BUSINESS STUDIES
1. Understanding Business
Activity
1.1. Business Activity
Needs: goods or services that are essential for survival.
Wants: goods or services customers desire but are not
essential for survival.
Economic Problem: unlimited wants but limited resources
to satisfy the wants.
Scarcity: the lack of sufficient products to fulfil the total
wants of the population.
Factors of production: resources needed to produce
goods and services; they are:
Land – any natural resource used in production.
Labour – mental and physical efforts of employees.
Capital – finance, machinery and equipment needed
for the manufacture of goods.
Enterprise – individual/s who manage/coordinate the
three other factors, make decisions and take risks.
Opportunity Cost: the next best alternative is given up by
choosing another item.
Due to scarce resources, a choice has to be made; this
leads to opportunity cost.
1.2. Importance of Specialisation
Specialisation: When people and businesses focus on what
they are best at.
Division of labour is when production is split into different
tasks, and each worker performs one of these tasks. It’s a
form of specialisation.
Advantages
Disadvantages
Workers are trained in one
task and specialise in this,
increasing productivity and
efficiency
repetitive tasks can cause
boredom and burnout for
employees, reducing
motivation and job efficiency
If a worker is not present,
Specialisation with division of production will be disrupted,
labour will result in better
causing a waste of time and
resources, as well as less
quality output
output and efficiency.
An increase in efficiency will
lead to economies of scale.
Specialised workers require
higher wages, and training
current employees will
increase costs.
Workers become more skilled
and experienced, reducing
waste of time and resources.
1.3. Purpose of Business Activity
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Businesses combine scarce factors of production to
produce goods or services to satisfy people’s needs and
wants.
Business Activity:
Combines scare factors
Produces goods and services
Employees people
1.4. Added Value
Added value is the difference between the cost of
purchasing bought-in material and the price of the
finished goods.
Added Value = selling price – total cost
For example, by transforming cotton into a T-shirt, the
business adds value to the cotton, as the same material
can be sold for more after the transformation.
It is NOT the profit because added value does not include
the expenses of producing this good (e.g. labour,
electricity, machinery, etc.)
Advantages
Disadvantages
Maybe able to make a profit if
Increasing the product's price
these other costs come to a
can lead to lower sales and,
total less than the added
perhaps, profit.
value
It can be used to pay other
expenses.
To increase added value, a business can either:
Increase the selling price by increasing the quality of
goods and services to convince customers/consumers
Reduce the cost of materials but keep the price the same.
1.5. Classification of Businesses
Businesses can be classified into three sectors:
Primary Sector: Industry extracts and uses the earth's
natural resources to produce raw materials for other
businesses.
Secondary Sector: The industry manufactures goods
using the raw materials provided by the primary
sector.
Tertiary sector: The Industry provides services to
consumers and other industry sectors.
Developing Countries: where the primary sector is the
most important, as more employees and output are
produced than in secondary and tertiary sectors
Developed Countries: where the output of the tertiary
sector is often higher than the other two sectors
combined.
De-industrialisation occurs when there is a decline in the
importance of the secondary sector.
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Reasons for changes in the relative importance of the
three sectors over time:
When sources of some primary products become
depleted
Developed economies are losing competitiveness to
newly industrialised countries.
Due to the rise in living standards, consumers spend
more of their income on services such as travel and
restaurants than on manufactured goods.
1.6. Mixed Economy
Has both a private sector and a public sector.
Private Sector: Businesses NOT owned by the
government will decide what and how to produce. The
main aim is to make profits.
Public Sector: Owned by the government. Government
will decide what and how to produce (i.e. healthcare,
education, defence, public transport). The main aim is
to provide a service to customers.
Privatisation refers to selling a public sector business to
the private sector.
Arguments against
Privatisation
Arguments for Privatisation
Costs can be controlled
Increased unemployment as
because the private sector’s private sector businesses may
main objective is profit.
want to cut costs.
More efficient use of capital
Less likely to focus on social
objective
Competition between private
sector businesses will help
improve product quality.
1.7. Enterprise, Business Growth and
Size
An entrepreneur is a person who organises, operates and
takes risk to make the business better
Characteristics of Entrepreneurs:
Hard-working
Risk Takers
Creative
Effective Communicators
Optimistic
Self-confident
Innovative
Independent.
Advantages and Disadvantages of being an Entrepreneur:
Advantages
Disadvantages
Independent, able to choose
how to use time and money
entrepreneurs will have to put
their own money into the
business.
Able to put own ideas into
practice
many entrepreneur’s
businesses fail (risky)
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Advantages
Disadvantages
It may become successful and
very profitable if the business
grows
Lack of knowledge and
experience in starting and
operating a business
Able to make use of personal
interests and skills
Lost income from not being
an employee for another
business (Opportunity cost)
They will have to invest their
savings as well as find other
Profits to themselves, no need
sources of finance, which is
to share them with anyone
time-consuming and
expensive
Income is higher than a
regular employee
1.8. Business Plans
Business Plan: a document containing the business
objectives and essential details about operations, finance
and owners of the new business.
Contents of business plan:Description of the product
Products and services
The market
Business location and how products will reach
customers
Organisation structure and management
Financial information
business strategy
Business plans assist entrepreneurs because:
It helps gain finance. Banks will ask for a business plan
before agreeing to a loan or overdraft for the business
It forces the entrepreneur to plan carefully, which
reduces the risk of the business failing.
1.9. Government Support for Start-Ups
Governments encourage entrepreneurs to set up a
business because start-ups:
reduce unemployment
Increase competition
Increase output
Benefit society
Further growth of the economy
Governments may give support to entrepreneurs by:
Business ideas & help, organising training for
entrepreneurs that gives advice, and support
sessions.
Finance, they may lend loans at low-interest rates or
grants, as well as low-cost premises
Governments provide grants for training employees to
make them more efficient and productive
Governments allow entrepreneurs to use research
facilities in Universities
1.10. Business Size
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Why is it beneficial to compare business size?
Investors can decide which business to invest in.
Government, different tax rates for small and large
firms.
Competitors, to compare size and importance with
other firms.
Workers, to have an idea of the number of employees
needed.
Banks, the importance of the loan compared to
business size.
There are several different measurements of business
size, and they all have limitations:
Measurements
Limitations
The number of people
employed in the business
(accessible to calculate)
Capital-intensive firms
employ fewer people but
produce high levels of output.
The value of the output of the
business (useful for same
industry Businesses)
Does not take into account
the value of goods sold and
the sale of goods.
The value of sales (useful for
different businesses sell
retail businesses, especially if different products (expensive
similar products)
and cheap)
The total value of capital
employed (takes into account
all values of capital)
Some businesses use Labourintensive methods, which
require less capital, more
workers
Capital Employed: the total value of capital used in the
business
No method of measuring the size is considered correct,
as each method gives different answers. Businesses
choose the method they think is the best. Therefore,
businesses may use more than one method.
1.11. Business Growth
Benefits of the expansion of the business:
The possibility of higher profits for the owner.
More status and prestige for owners and managers.
Lower average costs.
A larger share of its market portion of total market
sales it makes is greater.
Ways of Business Growth
Businesses can either grow by:
Internal Growth
External Growth
Internal Growth is when the business expands its existing
operations
External Growth is when the business takes over or
merges with another business.
Takeover: When one business buys out the owners of
another business, which then becomes part of the
‘predator’ business.
Merger: When two owners of a business agree to join
their businesses together
There are three types of External Growth:
Horizontal Integration: The same industry and stage of
production firms merge or take over.
For example, a chocolate manufacturer takes over
another chocolate manufacturer.
Benefits:
Reduces the number of competitors in the
industry
Opportunities for economies of scale
A bigger share of the total market can be
achieved
Problems include diseconomies of scale and
difficulty in controlling and managing the business
Vertical Integration: when one business merges or
takes over another business in the same industry but
at different stages of production, it can be forward or
backward.
Forward integration is when merging/takeover is
done with the next stage of production, Ex. a
chocolate manufacturing company (secondary
sector) merging with a chocolate shop (tertiary
sector)
Benefits for forward:
The merger provides an assured outlet for
its products
The expanded business absorbs the profit
margin made by the retailer/Manufacturer.
Information regarding consumer needs and
preferences can be obtained directly from
the manufacturer.
Backward integration is when
merging/takeover is done with the previous
stage of production, Ex. a chocolate
manufacturing company takes over a cocoa
farm.
Benefits for Backward:
Merger gives an assured supply of
essential components
The expanding business absorbs the
profit margin of suppliers.
A supplier could be prevented from
supplying to other manufacturers.
Costs of components and supplies are
controlled.
Conglomerate Merger: a firm merging/taking over
another firm in a different industry. (also known as
‘diversification’)
For example, a chocolate manufacturer is merging
with a photography company.
Benefits:
Activity in more than one industry will diversify
and spread the risk taken by the business.
Transfer of ideas in the different sections can
help the business.
Disadvantages Caused by Business Growth
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Control and management get harder with expansion (can
be prevented by carefully planning expansions and
adjusting management style and hierarchy).
Larger businesses lead to poor communication (stronger
and more efficient communication channels can prevent
it).
Expansion costs are high and can result in a shortage of
finance for businesses (A financial plan must be prepared
in anticipation of expansion; it can include short/long-term
loans to compensate for financial loss).
Integrating with another business can have conflicts and
difficulties, for example, business culture and style of
management. (Compromises will have to be made, or a
new style of management can be applied altogether,
which can help reduce conflicts)
Why Small Businesses Remain Small?
The type of industry the business operates in
Market share
Owners’ objective
1.12. Why Businesses Fail
Lack of Management Skills – from lack of experience, poor
choice of managers (family business), bad decisions can
occur
Failure to plan for change – businesses must adapt to an
ever-changing business environment. It would be best if
risks were taken.
Over-Expansion – (diseconomies of scale)
Poor financial management and liquidity issues
Competition with other businesses – intense competition
in the market can make it hard for new businesses to set
up, as already established businesses can drive newly
established businesses out of the market with their low,
competitive prices.
1.13. Legal Identity
Unincorporated Business: A business that does not
possess a separate legal identity from its owner. These
Businesses usually have:
Unlimited liability: the owner can be held responsible
for the business's debts.
Greater risk, as owner is putting his personal
possessions and living at risk.
Incorporated Business: Business with a separate legal
identity. Private/Public limited companies. These
Businesses usually have:
Limited liability: the liability of shareholders in a
company is limited to only the amount they invested
Less risk, as the owner is only risking the capital they
invested, as well as any legal charges effect only the
business and not the owner directly
1.14. Sole Trader
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It is a business owned and controlled by one person- the
owner, who is the sole proprietor. It is a form of an
unincorporated business.
Advantages
Disadvantages
Few legal regulations (Easy to
set up)
Decisions can be hard to
make
Complete control
No separate legal identity,
unlimited liability
Flexible working time
May not be able to raise funds
to expand business
Ability to respond quickly to
the needs and wants of
customers
May have to work long hours
All profit goes to the owner
Difficult to compete with large
firms
Complete secrecy in Business May not have the proper skills
matters
to run a business
1.15. Partnerships
Partnerships: A form of business in which two or more
people agree to own a business jointly. It can be set up by
creating a partnership deal. It’s a form of unincorporated
business.
Deal of partnership: The written and legal agreement
between business partners. It is not essential but is
recommended
Contents of Partnership Agreement:
Amount of capital invested by all partners
Tasks to be done by each partner
The way profits are shared out
How long partnership will last
Arrangements for absence, retirement and how
partners could be let known
Advantages
Disadvantages
Easy to set up a deed of
partnership
Unlimited liability
Greater access to funds
Share the profit
shared decision-making
Business ceases to exist if
one partner leaves
shared management and
workload
Decisions binding on all
partners
Difficult to raise finance
1.16. Private Limited Company (LTD)
Private Limited Company: Business owned by
shareholders but cannot sell shares to the public (can only
sell to family and friends).
Shareholders: Owners of a limited company who buy
shares represent part-ownership of the company.
Advantages
Disadvantages
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Advantages
Disadvantages
Advantages to franchisor
Disadvantage to franchisor
Raise capital from the sale of
shares
Cannot sell shares to the
public
Expansion is faster
The franchisee keeps some
profit
Limited liability for
shareholders
Legal formalities
Separate legal identity
Accounts are available for the
public to see
Management is the
responsibility of the
franchisee
Training, some aspects of
administration, and
advertising are paid by the
franchisor
Continuity
Not easy to transfer shares
Articles of Association: Contains the rules for managing
the company.
Memorandum of Association: Contains vital information
about the company and the directors.
These also apply to a public limited company.
1.17. Public Limited Company (PLC)
Public Limited Company: Businesses owned and
controlled by the shareholders, but they sell to the public,
and their shares are tradeable on the stock exchange.
Percentage of sale revenue is
given to the franchisor every
year
Advantages to franchisee
Disadvantages to franchisee
Chances of business failure
are reduced
Less independence
The franchisor pays for
advertising
Unable to make decisions that
would suit the local area
Fewer decisions to make with
an independent business
The franchisor has the power
to withdraw the agreement
and can prevent the use of
the premises
Advantages
Disadvantages
Can sell shares to the public
Legal Formalities
The franchisor provides
training for staff and
management
Rapid expansion
possible/specialist managers
appointed
Disclosure of accounts and
other information
Banks are often willing to lend
to franchisees due to the low
risk.
Limited liability
Divorce between ownership
and control
1.19. Joint Venture
Continuity
Expensive to ‘go public‘
Annual General Meeting (AGM): A yearly meeting where
shareholders may attend to vote for a Board of Directors
for the upcoming year.
Dividends: Payments made to shareholders from the
profit of a company. They are the return for investing in
the company.
1.18. Franchise
Franchise: An agreement of a business based upon an
existing brand/business
Franchisee: the business a company allows to conduct
business using the company’s name and brand. Have to
pay an original fee to the franchisor and a percentage of
its profit for the privilege
The Franchisor: the company that allows another
company to conduct business using the company’s name
and brand.
Advantages to franchisor
Disadvantage to franchisor
Franchisee buys the licence,
Bad reputation if one branch
which means another source
has poor management
of finance
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Joint Venture: is when two or more businesses join
together to create a new business
Advantages
Disadvantages
Sharing of costs
Profits have to be shared if
the project is successful
Knowledge and experience
can be shared
Conflict in decision-making
Risks shared
Different methods of running
a business can create conflict
1.20. Public Corporations
Public Corporations: a business in the public sector owned
and controlled by the state of government (By appointing
a board of directors and setting objectives).
Advantages
Disadvantages
Government ownership may
be essential to some
countries' industries, such as
water supply and electricity
generation.
The profit objective is not as
powerful or important as in
private-sector industries.
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Advantages
Disadvantages
Ensure consumers are not
taken advantage of
Inefficiency because
managers rely too much on
the government
Reduce wasteful competitors
It can be unfair to the private
sector if subsidies are
provided to the public sector.
Can help stabilize failing
businesses to create job
opportunities
Lack of close competition can
decrease many activities
Important public services
It can be used for political
reasons, preventing the
business from opportunities
like other profit-making
businesses.
1.21. Business Objectives
Business Objectives are aims or targets a business works
towards
Businesses need objectives to help them be successful.
However, they don’t guarantee success.
Benefits of having business objectives:
A clear target to work towards, thus improving
Motivation.
It can help in decision-making.
It helps unite the whole business towards the same
goal.
It can be used to compare how the business performs
through objectives.
Private sector business objectives:
Business Survival - Adjust to business environment,
change price of products if necessary
Generating profit (total income of business revenue
subtracted by total cost)– pay a return to owners or
provide finance to invest further in business
Returns to shareholders - discourage shareholders
from selling their shares. This can be done by
increasing profit or increasing the share price
Growth of business – increase salaries, economies of
scale. This is only achieved if customers are satisfied
with the product
Market Share (the total percentage of total market
sales held by one brand or business) - gives good
publicity and more influence over suppliers and
customers.
Company Sales
Calculation = 100 × Total
market Share
​
Why business objectives can change:
It will work towards profit after being set up and
stable.
After achieving a high market share, it aims to “return
to shareholders”.
A profit-making business hit with a crisis now has the
short-term objective of survival.
1.22. Social Objectives
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Objectives of Social Enterprise
Social Enterprise: an enterprise with social objectives and
aims to make a profit to reinvest in the business. It has
three objectives:
Social: to provide jobs and support for disadvantaged
groups
Environmental: to protect the environment.
Financial: to make a profit to reinvest in the enterprise
and expand its social work.
Objectives of Public Sector Businesses
Financial: Meet profit targets set by the government either reinvested or funded back to the government.
Service: meet quality targets the government sets and
provide services to the public.
Social: protect or create employment in certain areas.
1.23. Stakeholder Objectives
Stakeholder: any person or group with a direct interest in
the performance and activities of a business
There are two types of stakeholder groups:
Internal Stakeholders work/own the company (owners,
managers, workers)
External Stakeholders are outside the business
(consumers, government, banks)
Each stakeholder group has different objectives for the
performance of the business
Internal Stakeholder (Owners, managers and employees)
objectives are payments or profits; they want business
growth, so the value of investment increases, or they get
higher status/power
Customers' objectives are reliable products, value for
money, good quality, good design and good service
Government objectives include money from taxes,
employing more people, increasing the country’s output
The bank’s objectives are to make a profit out of loans and
the payback of interest.
Since different stakeholders have different objectives, it
may cause conflict, to try to please all the stakeholders
For example, customers want cheap products, but
workers want higher salaries.
Therefore, managers must compromise to decide which
objectives are best for the company.
2. People in Business
2.1. Motivating Employees
Motivation
Motivation: factors that influence the workers' behaviour
towards achieving business goals.
Factors that influence motivation at work:
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Money
Job Security
Training
Promotion
Status
Responsibilities
Work environment
Advantages
Disadvantages
It is difficult to identify how
Is it possible for managers to
much of the needs have been
satisfy some or all of their
met or which level each
needs
worker is on
Easy to set goals and
objectives
Not all needs are included.
Benefits of a Well-Motivated Workforce
Improved productivity
Low rate of absenteeism (Workers’ non-attendance at
work without a good reason)
Low rate of labour turnover (The rate at which workers
leave the business)
Better quality goods and services
Improved labour productivity (A measure of the efficiency
of workers by calculating the output per worker)
Key Motivational Theories
F.W. Taylor - Scientific Management Theory
It aims to reduce inefficiency in the workplace by finding
the quickest method of performing tasks and training all
workers to use this method.
The theory of economic man: the theory that humans are
only motivated by money, in which Taylor believed that
money was the only motivational factor.
The piece rate method of paying production came from
his research.
Disadvantages:
His ideas were too simplistic
If employees are unfulfilled with their work,
productivity won’t be gained, no matter how high the
wage.
If employees’ output can’t be measured, practical
problems arise.
Abraham Maslow: Concept of Human Needs - Maslow’s
Hierarchy
It doesn’t include money as a
need
Self-actuation is rarely, if
ever, achieved.
Fredrick Herzberg - Two-Factor Theory
Hygiene Factors: The factors that must be present in the
workplace to prevent job dissatisfaction.
Working Conditions: Things that show how clean and
safe the workplace is and what facilities are provided
Relationship with others: Good working relationships
with workers and managers, and treated fairly with
respect.
Salary and wages
Supervisions: Leadership style and how closely works
are supervised
Company policy and administration: rules and
procedures that control and affect the workplace.
Hygiene Factors must be present to prevent job
dissatisfaction
Job dissatisfaction: How unhappy and discontent a person
is with their job.
Motivators (Factors that influence a person to increase
their effort):
The work itself: Variety of jobs and challenging tasks
through job enrichment.
Responsibility: Giving workers responsibility for tasks
they perform.
Advancement: Opportunity for promotion
Achievement: They feel like they have reached a
challenging goal.
Recognition of Achievements: Recognised by the
people for their achievements
2.2. Methods of Motivation
Financial Rewards: cash and non-cash rewards paid to
workers motivate them to increase their efforts.
Hourly Wage rate: payment to workers based on a fixed
amount every hour worked.
Advantages
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Disadvantages
Advantages
Disadvantages
Business only pays workers
for the number of hours
worked
Pay is not linked to how much
they produce
Salary: fixed annual payment to specific grades and types
of staff, not based on hours worked or output
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Advantages
Disadvantages
They do not receive more
payment if they have to work Salary is not linked to effort or
long hours to complete the
the amount produced
task.
Piece Rate: Payment to workers based on the number of
units produced.
Advantages
Disadvantages
Workers are only paid for the
number of items produced
Quality of goods may vary
because of the need to
produce more goods to
increase pay
Commission: Paying sales staff based on the value of
items they sell.
Advantages
Disadvantages
Pay is linked to the value of
goods sold
Workers are never sure of
how much they will earn
Bonus scheme: an additional reward paid to workers for
achieving target set by managers. Method of
performance-related pay.
Advantages
Disadvantages
Linked to a performance
target
If the target is unrealistic, it
can be demotivating
Job Enrichment: organising work so workers are
encouraged to use their full ability. This increases job
satisfaction.
Job redesign: increasing the variety or difficulty of tasks to
discuss more exciting and challenging work for workers.
Quality circles: a group of workers who meet regularly
lower down in the organisation.
Team working: organising production so that groups of
workers complete the whole unit of work.
Delegation: passing responsibility to perform a task to
workers lower down in the organisation.
Benefits of decrease in labour turnover:
There is no need to hire new employees, decreasing
recruitment costs, training costs, and retaining skilled
employees. This improves productivity.
2.3. Organisation and Management
Organisational Structure: refers to the levels of
management and division of responsibilities within a
company.
Organisational Charts: refers to diagrams that outline the
internal management structure.
Hierarchy refers to the levels of management in any
organisation.
Levels of Hierarchy: refers to
management/supervisors/other employees who are given
a similar level of responsibility in an organisation.
Example of Organisational Chart:
Fringe benefits: non-cash rewards used to recruit and
retain workers and recognise certain employees' status.
(e.g. Car, insurance, health care)
Advantages
Disadvantages
Helping recruitment and
retaliation of workers
Linked to status, not
performance
Profit sharing: an additional payment to workers based on
the business's profit.
Advantages
Disadvantages
Linked to the performance of
the business
Profit to employees may
reduce dividends to
shareholders or the amount
reinvested in the business.
Non-financial rewards and methods: methods used to
motivate workers that do not involve giving any financial
rewards.
Job Rotation: increasing variety in the workplace by
allowing workers to switch from one task to another.
Job satisfaction: how content and happy a person is with
their job
Job Enlargement: increasing or widening tasks to increase
the variety of workers.
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Benefits:
The chart shows how everybody is linked in the
organisation, which allows employees to be aware of
their communication channel (chain of command).
Everyone can see what they are accountable for,
which they have authority over, and who to take
orders from.
Everyone is in a department, thus giving a sense of
belonging
Chain of command - The structure in an organisation
allows instructions to be passed down from senior
management to subordinates.
The span of control - The number of subordinates working
directly under a manager.
Subordinate: an employee below another employee in the
organisation’s hierarchy.
There are two types of organisational structures of a
business:
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Tall Structure: the longer the chain of command is, the
‘taller‘ the organisational structure and the ‘narrower‘ the
span of control.
Advantages
Disadvantages
Senior managers are in close
Reduce effective
touch with what is going on in
management of subordinates
the business
Delegation: Giving a subordinate the authority to perform
particular tasks.
Flat Structure: when a chain of command is short, the
organisation will have a ‘wider’ span of control, thus
making it a ‘flat‘ structure.
Advantages of short chain of command:
Communication and decision-making are quicker.
Fewer management levels to build connections with by
the top management.
The span of control will be wider, encouraging
managers to delegate more and allowing workers to
feel trusted.
Advantages of a long chain of command:
As decisions get passed down, it is checked by
multiple people, thus reducing error and preventing
bad decisions from happening
Lesser subordinates means management can focus
more on their designated workers.
Factors affecting the size of the span of control:
Difficulty of the task
The experience and skill of workers
The size of the business
the level of hierarchy
Management style
Delayering: reducing the size of the hierarchy by
removing one or more levels, often the middle
management.
Advantages
Disadvantages
Reduces cost
Increased workload on
managers, thus decreasing
the quality of work and its
completion.
Communication and decision- Have to make redundancy
making are quicker due to
payments to employees who
reduced chain of command.
lost their job
Increases the opportunity for
delegation, which helps in
motivation
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Reduction in job security
Advantages
Disadvantages
Application of job enrichment,
leading to job satisfaction
Some managers are reluctant
to delegate, as they will be
held accountable for any
errors
A form of training for junior
managers
Managers lose some control
over subordinates
Achieving the Esteem needs
(Maslow’s hierarchy)
Centralised Organisation: one where all the important
decision-making power is held at the head office/the
centre and then passed down to lower levels.
Advantages
Disadvantages
Decision-making is often
quicker
Slower communication
Decisions are taken for the Unable to respond quickly to
benefit of the whole business changes in the local market
Greater use of specialist staff
improves decision-making
May reduce motivation
Decentralised Organisation:
Advantages
Disadvantages
Decisions are made based on Decisions taken might not be
local needs.
in the interest of the business
It can be used to train junior
managers.
Poor decisions might be made
often due to lack of
experience and skills
Delegation helps improve
worker motivation.
2.4. Role and Function of Management
Directors: are senior managers who lead a particular
department or division of a business. Responsibilities:
Setting strategy (long-term plans)
Reviewing the performance of managers.
Provide leadership
Making sure resources are available
Line Managers: manage employees and are responsible
for the team development and performance.
Supervisors: are junior managers who supervise and are
responsible for the employees below them in the
organisational structure.
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Staff Managers: are specialists who provide support
information. And assistance to line managers.
The functions of managers include:
Planning – Planning is about where the business is
now and where it wants to be. Once it has been
decided, management must set clear objectives and
an action plan.
Organising – Management will have to decide the best
way of completing important tasks at the lowest
possible cost to the business.
Communicating - Control and supervision of
subordinates also aim to motivate workers to achieve
the planned objectives.
Coordinating - Making sure that all the different parts
of the business are working together to achieve the
business’s goals and corporate objectives.
Controlling – involves checking to make sure that the
plan is working and if it would be completed in time
and the required standard, and if not, then correcting
it
Extra functions managers do:
Understand the people who work for them
Set a good example
Delegate tasks
Treat subordinates fairly
communicate effectively
Motivation is higher
Creativity and engagement with workers are
encouraged.
Workers and employees are involved in decisionmaking.
Advantages
Disadvantages
Better Decisions could result
Unpopular decisions could not
from consulting with
effectively be made using this
employees using their ideas
style
and experiences.
Laissez-Faire Leadership: makes the broad objectives
known to employees, but then they are left to make
decisions and organise their work. Characteristics:
2.5. Leadership Styles
Leadership Styles: are the different approaches to dealing
with people and making decisions when in a position of
authority.
There are three leadership styles:
Autocratic Leadership: where the manager expects to be
in charge of the business and to have their orders
followed. Characteristics:
A leader does all the decision-making
Don’t take input from others.
Highly structured working environment
Advantages
Disadvantages
Quick decision-making
process
There is no opportunity for
employee input into key
decisions, which can be
demotivating
Democratic Leadership: gets other employees involved in
the decision-making. Characteristic:
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Workers and employees are expected to make the
decisions.
The leader will only give guidance.
The leader only takes charge when necessary.
Advantages
Disadvantages
Encourage employees to
show creativity and
responsibility
It is unlikely to be appropriate
in organisations with a
consistent and clear decisionmaking structure.
2.6. Trade Unions
Trade Unions: A group of employees who have joined to
protect their interests.
The Role of Trade Unions:
Negotiating with employers to improve pay and working
conditions.
Resolving conflict by negotiating a solution on behalf of its
members
Providing legal support and advice.
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Providing services for members including holiday scheme,
pension scheme, insurance scheme, etc.
Advantages
Disadvantages
Strength in numbers when
negotiating with employer
It costs money to be a
member
Improved conditions of
employment.
Workers may be required to
take industrial actions even if
they disagree.
Improved environment where
people work.
Trade unions can organise
strikes against employers if
they don’t receive the pay
levels and work conditions
they deserve.
Improved benefits for
members not working
because of sickness,
retirement, or redundancy.
Wages are likely higher adding to business costs when many employees are
trade union members.
2.7. Work of Human Resource
Department
Recruitment and Selection:
Recruitment: is the process of identifying that the
business needs to employ someone up to the point at
which applications have arrived.
Employee Selection: is the process of evaluating
candidates for a specific job and selecting an
individual based on the organisation's needs.
Wages and Salaries:
These must attract and retain the right people and be
sufficiently high to motivate employees.
Industrial Relations:
There must be effective communication between
representatives of management and the workforce.
This may be to resolve grievances and disputes and
put forward ideas and suggestions for improvements.
Training Programs:
It involves assessing and fulfilling the training needs of
employees. This should also be linked to the plan.
Health and Safety:
The business must ensure that it complies with all the
laws on health and safety.
Redundancy and Dismissal:
This involves releasing employees, either because the
business changes in some way or because the
employee is not satisfactory. The business must
comply with all the redundancy, dismissal and
disciplinary laws.
2.8. Recruitment Process
1. Analyse the exact nature of the job and duties to be
undertaken.
Job analysis: it identifies and records the
responsibilities and tasks relating to a job
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2. Design a job description:
Job description: outlines the responsibilities and
duties to be carried out by someone employed to
do a specific job. Several functions of a job
description:
Given to applicants so they know exactly what
the job entails.
Allows a job specification to be drawn up to see
if they are skilled.
It shows if an employee is working effectively
once they are employed.
The contents of a Job description:
Condition of employment salary, hours,
permission, etc.
Training that will be offered
Opportunities for promotion
Purpose of the job
Main duties/addition or occasional duties
3. Design a job specification:
4. Job description: is a document that outlines the
requirements, qualifications, physical characteristics,
etc. For a specified job.
Usual Requirements:
The level of educational qualification
Special skills, knowledge, or a particular attitude
Personal Characteristics
5. Advertise the vacancy:
The first stage is to decide how the post will be
filled.
Internal requirement: is when a vacancy is filled by someone
who is an existing employee of the business
Advantages
Disadvantages
Quicker and cheaper than
external recruitment.
No new ideas or experiences
come into the business.
The reliability, ability, and
potential of the person are
known.
Rivalry and jealousy may
arise.
The person is already familiar
with the organisation's
structure and expectations.
The quality of internal
candidates might be low.
It can be motivating for other
employees to see their fellow
workers promoted.
External Requirement: when a vacancy is filled by any suitable
applicant outside the business
Advantages
Disadvantages
A more comprehensive
selection of candidates.
Increased costs due to
advertising.
Adding fresh perspective and
ideas.
Additional training
Enhancing diversity in the
organisation.
Adds a transitional period for
all employees to adjust to the
new
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Advantages
Disadvantages
Finding a specialised
candidate that fits the
requirements perfectly.
Effects on employee morale.
Can help the competitiveness
of the business
Reduce tension between
employees.
5. Send out application forms to the applicants or read
curriculum resumes and letters of application.
Advertising job vacancies can be done in several
ways:
Local newspapers
National newspapers
Specialist magazines
Online recruitment sites
Recruitment agencies
Centres run by the government
6. Produce a shortlist from the applications for
interviews and take up references.
Applicants must provide a referee (someone the
potential employer can contact, intending to get
more information/references from).
Interviews are the most used form of selection. Its
primary purpose is to assess in the shortest time
possible:
Applicant’s ability to do the job
Any personal qualities that could be beneficial
or not.
The general character and personality of the
applicant.
Some businesses include tasks in the selection
process, such as:
Skill test (ability to carry out specific tasks)
Aptitude test (candidate’s potential of learning
a new skill).
Personality test (used if a particular type of
person is required).
Group situation test (to show how well they
work with a team).
7. Hold interviews and selection of tasks.
8. Select suitable applicants and offer them the job.
Reply to unsuccessful applicants.
The final decision can depend on several factors:
Work experience
Education and other qualifications
Age
Internal
External
Circumstance
2.9. Types of Workers
Part-time Employees work for less than 35 hours a week.
Benefits:
Work hours are flexible.
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Easier to ask employees to work at busy times
More accessible to extend business
opening/operating hours by working evenings or
weekends.
It fits in with looking after children or other
circumstances such as school, which means
employees are willing to lower pay.
Reduces business cost
In some countries, it’s easier to make part-time
workers redundant.
Limitations:
They are less likely to seek training, as they see
the job as temporary.
Tasks longer to recruit.
Less commitment to business.
Less likely to be promoted due to lack of
experience.
It is more difficult to communicate outside of work.
Full-time Employees work for more than 35 hours a week
Benefits:
Consistency of schedules and reliability
Loyalty - A permanent contract means the
employee is more loyal
Limitations:
A permanent contract has to be made, a long-term
commitment.
Full-time employees have fixed pay, regardless of
the number of hours committed to work (ex, sick
leave, slow work day, emergency, etc).
Note: full-time employee benefits are the
limitations of part-time and vice versa
2.10. The Importance of Training and
the Methods of Training
Importance of training:
To introduce new processes or equipment
Improve the efficiency of the workforce
Provide training for unskilled workers
Decrease the supervision needed
Improve opportunity for internal promotion
Decrease chances of accidents
Aims of training:
Increase skills
Increase knowledge
Improve employee’s attitudes to encourage them to
accept change and raise awareness.
There are three types of training:
Induction Training: an introduction given to an employee,
explaining the business’s activities, customs, and
procedures and introducing them to their fellow workers.
Advantages
Disadvantages
Helps new employees settle
into their jobs quickly
Time-consuming
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Advantages
Disadvantages
Maybe a legal requirement to
Workers are being paid while
give health and safety training
no work is being done
at the start
Workers are less likely to
make mistakes
Delays the start of work for
the employee
On-the-job Training: Occurs by watching a more
experienced worker doing their job.
Advantages
Disadvantages
The individual is given in the
workplace, so there is no
need to send them away.
Trainers won’t be as
productive because they are
teaching employee
Ensures there is some
production while training
The trainer might have bad
habits and pass them on to
the employee
Usually costs less than offthe-job training
Not recognized training
qualifications outside the
business
Training tailored to the
specific needs of the
business.
Off-the-job training: Involves being trained away from the
workplace, usually by specialist trainers.
Advantages
Disadvantages
A broad range of skills can be
taught
Costs are high
If taught in the evening,
employees can work during
the day
Workers are being paid but
not doing any work.
Often uses expert trainers
who have up-to-date business
practices and knowledge.
Additional qualifications mean
an employee's chances of
leaving for another job are
high.
2.11. Why Reducing the Size of the
Workforce Might Be Necessary
Workforce Planning: establishing the workforce the
business needs for the foreseeable future regarding the
number and skills required.
Reasons to reduce workforce:
Automation (robots replacing human jobs)
Falling demand for their goods or services
Factory/chop/office closure
The business might have relocated abroad
Businesses are being taken over/merged, and now
there are too many workers doing the same job
Two ways a business can reduce the number of
employees:
Dismissal: employment ends against the employee's
will, usually for not following an employment contract.
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Redundancy: when an employee is no longer needed
and loses their job. It’s not due to any aspect of their
work being unsatisfactory.
Factors that decide in redundancy:
Workers may volunteer and are happy to be
made redundant due to finding another job.
Length of time employed by the business employees might have worked long hours and
expect high payments.
Workers who have skills that could be used in
multiple departments are retained.
The worker's employment history- whether
they are punctual, good at their job, etc.
Which departments need to lose, and which
need to retain workers
Extra information: workers can retire (get old
and want to stop working) and resign (find
another job), but it’s through the employee’s
will in those two cases.
2.12. Legal Controls Over Employment
issues
The most important employment issues affected by legal
controls are:
The Contract of Employment: A legal agreement between
an employer and employee, listing the rights and
responsibilities of workers.
Impact on Employers and Employees:
Both know what is expected from them.
Provides security of employment for employee
If the employee does not meet the condition of the
contract, then legal dismissal is allowed.
If an employee fails to meet the conditions of the
contract, then the employee can seek legally
binding compensation.
Unfair Dismissal: when an employer ends a worker’s
employment contract for a reason not covered by the
contract.
Industrial Tribunal: a law court (legal meeting) judges
disagreements between companies and their employees.
Impact on Employer and Employee:
The Employer must have an accurate record of a
worker’s performance if they want to claim that the
employee has broken the contract before
dismissing them.
Employees have employment security — as long
as they fulfil their contract or are not made
redundant.
Allowed employees to take their employer to an
industrial tribunal if they felt like they weren’t being
treated fairly, and they could get compensation if it
were found to be true.
It makes businesses less likely to mistreat
employees.
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Protection against discrimination (due to unfair reasons
such as gender, race, colour, etc.).
Impact on Employers and Employees:
Employees have to be careful in wording
advertisements for a job.
Applicants must be treated equally, or the
business will be prosecuted and fined.
Employees must all be treated equally, regardless
of gender, disability, colour, etc.
When businesses recruit and promote staff on
merit alone, it helps to increase motivation.
Laws of health and safety at work, such as:
Protect workers against dangerous machinery.
Provide safety equipment and clothing.
Maintain reasonable workplace temperatures.
Provide hygienic conditions and washing facilities.
Do not insist on excessively long shifts, and provide
breaks.
Impact on employers and employees:
Cost to the employer of meeting the health and
safety regulations.
Time needs to be found to train workers in
health/safety precautions.
Workers feel ‘safer‘ and more motivated at work.
Reduce accident rates and the cost of
compensation for workers injured at work.
Legal minimum wage and its impact on employer and
employee:
It should prevent strong employers from exploiting
unskilled workers.
As many unskilled workers receive higher wages, it
will encourage them to be more productive.
It will encourage people to seek work.
Low-paid workers will earn more and have higher
living standards, making them afford to buy more.
Increase business costs
Some employers will not be able to afford these wage
rates.
Higher-receiving workers may ask for higher pay to
keep the exact difference between them, increasing
business costs.
2.13. Internal and External
Communication
Effective Communication is important so that the
information sent in the message is received, understood,
and acted upon as it should be. Otherwise, lack of
communication can lead to severe consequences.
There are two types of communication in businesses:
Internal Communication: communication between
employees of the same business.
External Communication: communication between the
business and other businesses and individuals.
External communication has to be especially efficient
because it establishes the image and the efficiency of a
business
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i.e. if a company communicates inefficiently with their
suppliers, they might receive the incorrect materials
Effective communication involves:
1. The transmitter/sender sending a message to
pass on information
2. A medium of communication – the method for
sending a message (i.e. e-mail, phone, etc)
3. The message being sent to the receiver
4. The receiver confirms that the message has been
received and responds to it (feedback)
There are two types of communication:
One-way communication – where the receiver cannot
reply to the message (i.e. posters)
Two-way communication – where the receiver can
respond to the message could be just confirmation
that the message was received (e-mail)
The methods of communication include:
Verbal Methods: The sender speaks to the receiver (i.e.,
through meetings, telephone, or video conference)
Advantages
Disadvantages
Information is given out
If talking to many people, it’s
quickly & an efficient way to
hard to tell whether everyone
communicate with many
got the message.
people.
Opportunity for immediate
feedback
It is unsuitable for accurate
messages, and a permanent
message record is needed.
The speaker’s body language
reinforces the message.
Written Methods: the sender creates e-mails, memos or
letters, including the use of Information Technology
Advantages
Disadvantages
Message can be referred to in
the future as “hard evidence.”
It might lead to too many emails and ‘information
overload.’
Easy to explain complicated
messages
Two-way communication is
difficult
It can be copied and re-sent to
It is hard to check if the
many people
message has been received
Visual Methods: The sender uses diagrams, charts,
videos, PowerPoints
Advantages
Disadvantages
If information is presented No feedback and needs other
more appealingly, people will methods of communication to
be more interested in it.
go with it
Graphs and charts may be
It can be used to make written
difficult for people to
messages clearer, to
understand, and the message
illustrate the point
may be misunderstood
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2.14. Methods of Communication
Formal communication: when messages are sent through
established channels using professional language.
Informal communication: when information is sent and
received casually using everyday language.
The Direction of Communication
Arrow A shows downward communication - where
messages are sent from managers to subordinates. Used
for instructions or statements, no feedback.
Arrow B shows upward communication - when messages
or feedback can be passed from subordinates to
managers.
Arrow C shows horizontal communication - when people
at the same level in an organisation communicate. Ideas
and info can be shared. Conflict can happen.
2.15. Demonstrate an Awareness of
Communication Barriers
Communication Barriers
Communication Barriers – Factors that stop effective
communication of messages.
Communication Barriers and How Can They Be
Reduced or Removed
Problems with the sender:
Poor attitude and body language
Unclear message
Message too long
Sent to the wrong person
Overcome by:
The sender should ensure that the message uses
language which can be understood.
The sender should make the message as
straightforward as possible.
The sender should ensure the message is delivered to
the right person.
The message should be brief, with the main points to
be understood.
Problems with the medium:
Too many people pass on the message.
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The message may be lost.
Wrong channel used
Technical break down
Overcome by:
Insist on feedback; if none is given, the sender can
assume the message is lost.
The sender must select an appropriate channel to
avoid problems.
Shortest possible channel to avoid problems
Other forms of communication should be available.
Problems with the receiver:
Lack of trust
Poor attitude
Poor listener
Overcome by:
The message should be emphasised, and receivers
should be asked for feedback to ensure
understanding.
If trust is not between sender and receiver, then the
sender should try to build that trust, or perhaps
another sender who is respected by the receiver could
be used.
Problems with feedback:
Not sent
Unclear
Not asked for
Overcome by:
Perhaps no feedback was asked, or the method of
communication required no feedback, so another
technique that may allow feedback should be used.
Direct lines of communication should be available.
3. Marketing
3.1. The Role of Marketing
Marketing Department:
Marketing: Identifying and satisfying customer needs and
satisfying them profitably.
Customer: a person, business or other organisation which
buys goods or services from a business.
The different marketing department sections:
Sales Team: responsible for the sales of products. If a
product is exported, it may be called the export team.
Market Research: responsible for discovering
customers’ needs, market changes and the impact of
competitors’ actions. This report will be used in
decision-making, research, developing new products,
price levels, etc.
Promotion Section: deals with organising the
advertising for products. Arrange for advertisements
and have a market budget.
Distribution: transports the products to the market.
The Role of Marketing:
Identify customer needs: this will be done via ‘Market
Research’. It will influence the development of a
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product, its price, and the sales technique.
A good marketing department should also be able
to anticipate changes in customer needs (i.e. due
to advancements in technology)
Find new trends or gaps in the market with
potential.
Satisfy Customer Needs: selling the exact product
customers want for a price they are willing to pay.
Maintaining customer loyalty: maintaining close
customer relationships to discover the product's
expectations and changes needed to be made. It’s
cheaper for businesses to keep existing customers
than to attract new ones.
Customer Loyalty: existing customers continually
buy products from the same business. It is
achieved by always satisfying customer needs.
Building customer relationships to gain information
about customers
Customer Relationships: communicating with
customers to encourage them to become loyal to
the business and its products.
Through customer relationships, changing needs
can be understood. Research information can be
applied to make effective marketing through these
relationships.
Anticipate changes in customer needs –
Identify new trends in customer demands or gaps
in the market.
When the marketing department succeeds in identifying
customer requirements and future needs, it will enable
the business to:
Raise customer awareness of a product or service of
the business
Increase in revenue and profitability
Increase or maintain market share
Maintain or improve the image of the product or
business
Target a new market or market segment
Enter a new market at home or abroad.
Develop new products or improve existing products.
3.2. Market Changes
Markets change because consumer spending patterns
change; this might be due to the following:
Trends and Fashions Change: for some time, it might
be fashionable to have a specific product (i.e., Fidget
Spinner), but a month later, no one bought them
Advancement in Technology: new products provide
the latest technology so older versions (i.e., iPads or
computers) don’t have high sales
Unemployment/Wages: Economies with high
unemployment rates/low wages will not have
increased sales of expensive products
Ageing Population: different ages are interested in
other products (i.e. anti-ageing creams)
Businesses have to keep up with customers' changing
needs to stay relevant and maintain their customer
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base/loyalty. The competitiveness of a business is majorly
affected by its ability to respond to any changes in the
market.
Some markets have become more competitive because:
Globalisation: products are sold all over the world
Transportation: it is cheaper, quicker, and easier to send
products around the world now
Internet/e-commerce: customers can now search for
products or services and buy from somewhere else
around the world
The ways businesses respond to changing spending
patterns and increased competition:
Keep improving its existing products
Bring out new products to keep customer’s interest
Keep costs low
maintain good customer relationships
3.3. Market Types
Market: the total number of customers, potential
customers and other sellers of a product/service.
There are two types of markets:
Mass Market: where there is a vast number of sales of
a product type.
Advantages
Disadvantages
Total sales are very high
Abundant competition
Can benefit from economies
of scale
High costs of advertisement
and promotion
Opportunities for growth
(large sales)
Standardised products or
services, so it may not meet
the specific needs of all
customers
There are many variations of
products, so the risk is
spread.
Niche Market: a SMALL (usually specialised) segment
(part) of a mass market. Specialised and sold by small
businesses that would find it difficult to compete in a mass
market (ex, a business specialised in scuba diving gear)
Advantages
Disadvantages
Avoid competition with big
businesses
Small – limited sale potential
Usually, they specialise in just
Customers' specific needs are one product; if the product
focused, leading to high levels has low demand, it will fail. It
of customer loyalty and good would require businesses to
customer relations.
have multiple products to
spread risks.
3.4. Market Segmentation
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Market Segmentation: an identifiable subgroup of a whole
market where consumers have similar characteristics or
preferences.
A market can be segmented by:
Age
Socio-Economic group – grouping people according to
how much money (income) they make
Region/Location – where people live (ex, people who
live in wet areas will buy more waterproof clothing
than those who live in dry areas)
Gender – men's and women's products differ
Lifestyle – ex: how many children a person has,
religion, habits, etc.
Use of the product - products may be used for
different uses (ex, cars for business use and domestic
use, each the same product but can be marketed
differently)
Benefits of Market Segmentation:
You can use it to sell more products, creating different
variations for different groups.
A more effective marketing strategy can be placed (as
the characteristics of consumers are known), resulting
in an increase in sales.
Identifying a market segment that is not having its
needs fully met increases the opportunity for
increased sales.
Making marketing expenditure cost-effective by
producing a product that can closely meet the needs
of those customers and targeting its marketing efforts
to that group only.
Which method of segmentation should be used depends
on factors such as:
Detailed analysis of the market and the ‘size’ of each
potential segment in terms of consumers and likely
sales.
Company image and brand image - ‘high-tech '
businesses may not want to produce innovative, highquality products for low-income consumers.
For example, the cost of entering each segment is a
specially designed product and advertising campaign.
3.5. Market Research
Market Research: Gathering information about
consumers' needs or preferences in a market
The roles of market research:
Identify demand for the product and how much they
are willing to pay.
Identifying the target audience is the most effective
way to promote to these customers.
To measure the competitiveness of the market and
the best way to compete with it.
There are two types of businesses:
Product-Oriented Business: a business that focuses
mainly on the product, disregarding market needs and
wants. Often, it produces necessities for living, such as
agricultural tools or fresh food.
It may not have a brand name.
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Producers’ main concern is price and quality.
Risky due to the large market and many
competitors.
A market-oriented business is a business that focuses
on market research and finding out what the customer
wants BEFORE a product, such as clothing or
electronic devices, is developed.
Better able to survive because of more
adaptability to changes in customer taste and
trends.
Takes advantage of new market opportunities.
Market Research Methods:
Quantitive information (quantity related)
Qualitative information (where opinion or judgement
is necessary).
Can be gathered through:
Primary Research: Gathering ORIGINAL data by directly
contacting existing customers/potential customers.
Advantages
Disadvantages
Up-to-date and relevant
Expensive in both time and
money
Usually planned and carried
out by people who want to use
the data first-hand.
Not available immediately
It is most effective when used
for a specific problem.
Not available to business
Process:
Purpose of market research
Decide on the most suitable method of market
research
Decide the size of the survey and who is going to be
asked.
Carry out the research
Analyse the data and results
Produce a report of the findings
Methods of Primary Research:
Questionnaires
They may be conducted face-to-face, by telephone,
or online.
Advantages
Disadvantages
Detailed qualitative
information can be gathered.
If questions are not wellthought-out, answers may
mislead the business, as
there may not be accurate
answers.
The customer’s opinion can
be obtained.
Lots of time and money are
needed.
Online surveys may be
Collating and analysing data
cheaper and make it easier to
also takes a long time.
collate the results.
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Advantages
Disadvantages
Limitations
There is some information
(i.e. economic forecasts or
Data may be outdated or
population size) that can’t be incorrect as others collected it
obtained by primary research
They can be linked to prize
draws and encourage people
to fill them.
Interviews: A person will interview another person and ask
questions.
Advantages:
The interviewer will be able to explain the
questions and clear confusion.
Detailed information about the interviewee can be
gathered.
Disadvantages:
The interviewer may lead the interviewee to
answer in a certain way.
It is time-consuming and Expensive.
Focus Groups: collect opinions and feedback from a group
of people about a specific product, concept, or service.
Advantages
Disadvantages
Provide detailed information
It is time-consuming and
expensive if done by a
specialist market research
agency.
Interacting between members
The discussion could be
can help businesses
based on some people being
understand the reason for
influenced by the opinions of
peoples’ opinions.
others.
Quicker and cheaper than
individual interviews.
Benefits
A few people can dominate it,
so researchers must have
experience dealing with this.
Sampling: A group of people who are selected (randomly)
to respond to a market research exercise (i.e.
questionnaire). 2 standard methods of sampling:
A Random Sample is when people are selected
randomly as a source of information for market
research.
Advantage: Everyone has an equal chance to be
picked, but not everyone in the population may be
a product consumer.
A Quota Sample: People are selected based on
specific characteristics. They can find out the views of
a specific group.
Advantage: can find out the views of these specific
groups.
Secondary Research:
Information that has already been collected and is
available to others
Benefits
Limitations
It is cheaper than primary as You do not get specific results
research has already been
for a particular product or
done by others
service; you get broad results
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It might not have the specific
information
Internal Sources of secondary data – within the firm’s own
records:
Sales department records, price data, customer
records, sales reports, etc.
Opinions of distribution and public relations personnel
Finance department.
Customer service department
External Sources of Secondary Data:
Government Statistics: a detailed source of general
information (ex: population and its age structure)
Newspapers: useful articles about the general
economy state
Trade Association: information about business in the
industry
Market Research Agencies: specialist agencies
researching on the company’s behalf; the commission
is paid.
Internet: easily accessible source. Paper-based
sources can also be found.
Regardless of which type of research a business chooses
to use, the accuracy of the research data depends on the
following:
How carefully the sample was drawn up
How the questions in questionnaires/interviews were
phrased to ensure honest answers were given.
The sample itself and its size. By using quota
sampling, you might get more reliable results.
The bias – some secondary research will be biased
(i.e. articles in newspapers), which means the
information might be unreliable
Age of the information: older data might be
inaccurate.
Presentation of data from market research:
Tables or tally chart
Pie Chart
Diagram
Bar chart
Line graph
3.6. Marketing Mix
Marketing Mix: a term used to describe all the activities
that go into marketing a product or service.
The marketing mix can be summed up as the 4 Ps:
Product - applies to the product or service. Design,
features and quality.
Price - the price at which the product is sold,
comparisons between prices of competitors.
Place - channel of distribution that is selected.
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Promotion - how the productivity is advertised and
promoted.
You should always mention the 4 Ps when answering
questions about Marketing Mix!
3.7. Product
Some products are sold to consumers, and some to other
businesses.
They are usually grouped:
Consumer goods: bought by consumers for their own
use. Can be perishable goods such as food or longlasting such as furniture.
Consumer services: services bought by consumers for
their own use. Ex. Cleaners
Producer goods: there are goods that are produced
for other businesses’ use to help with the production
process. Ex. Trucks
Producer services: services that are produced to help
other business. Ex. Accountants.
Identifying the type of product is important as it
decides how the product would be
advertised/marketed and developed.
Points to consider about choosing product:
Satisfying existing needs and wants of consumers
Not be expensive to produce.
New and original idea
Unique selling point
Capable of stimulating new wants from their
consumers.
Development of New Products:
1. Generate ideas
2. Select the best idea for further development
3. Decide if the company will be to sell enough for the
product to be a success.
4. Develop a prototype
5. Launch the product in one area to test the market
6. Go to a full launch of the product to the whole market.
Benefits
Drawbacks
USP – a unique selling point: a
Costs of carrying out market
special feature about a
research and analysing the
product that differentiates it
findings
from its competitors’ product.
Diversification
Cost of producing trial
products, including waste
materials
Allows businesses to expand
into new and existing markets
Brand image is damaged if
the product fails to meet
consumer demand
The lack of sales if the target
market is wrong
Importance of Brand Image
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Brand name: the unique name of a product that
distinguishes it from other brands.
Brand loyalty: when consumers keep buying the same
brand again instead of choosing a competitor’s brand.
Brand image: an image or identity given to a product
which gives it a personality of its own and distinguishes it
from its competitors.
Good branding includes:
Brand name
Higher quality than unbranded products.
Unique packaging
Brand loyalty
Assured quality
Creates a brand image associated with consuming the
product.
Role of Packaging
Packaging: the physical container or wrapping for a
product. 2 functions - protect and promote product
Protects the product and makes it easier to transport
Eye catching
Carries information about the product
Promotes brand image
Product Life Cycle (PLC)
Product life cycle: describes the stages a product will pass
through from its introduction, though its growth until it is
mature, and then finally its decline.
1. Development: First, the product is developed. The
prototype will be tested in the market before its
launch. There are no sales during this time.
2. Introduction: Then it is introduced or launched in the
market. Sales are often slow. No profit made as
development costs are not yet covered.
3. Growth: The product gains more sales. Advertising is
changed to persuade and encourage customer loyalty.
Prices reduced due to competitors and profit starts to
be made.
4. Maturity: sales increase slowly. Competition intense
and advertising is used to maintain sales growth and
profit is at its highest.
5. Saturation: sales have stabilised at their highest point.
Competition and advertising is high and stable, but
profit starts to fall as sales static and prices are
reduced to be competitive.
6. Decline: sale of product starts to decline as new
products enter, or it has lost its appeal. Product is
withdrawn from market and sales, prices and
advertising low until it stopped.
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How Stages of PLC Influence Marketing Decisions
Introduction –
Product – newly launched product
Price – price skimming or penetration pricing
Place – limited range of exclusive shops (if price
skimming is used)
Promotion – informative advertising
Growth
Product – remains the same
Price – raise prices is penetration pricing was used
Place – increase the number of outlets, e-commerce
Promotion – establish a strong brand identity through
promotional activities.
Maturity/Saturation
Product – plans for product changes begin
Price – lower prices to competitive
Place – full range of distribution channels used
Promotion – sales promotion techniques to encourage
repeat purchases
Decline
Product – changes made to extend the life cycle
Price – lower prices
Place – sell through low-cost outlets
Promotion – re-launch the product as an extension
strategy
Extending Product Life Cycle:
Extension strategy: a way of keeping a product at the
maturity stage of the life cycle and extending the cycle.
Introduce new variations into the original product
Sell into new markets
Make small changes to the product’s design, cover, colour
Sell through additional retail outlets
Introduce a new, improved version of the old product
Use a new advertising campaign
3.8. Pricing
The price chosen may not be related to the cost of
manufacturing but rather to what consumers are willing
to pay, the product's value, and the brand image.
The business must constantly monitor what its
competitors charge for their products to ensure its prices
remain constant.
A business can adopt new pricing strategies for:
To break into a new market
To increase market share
To increase profits
To make sure all costs are covered and a particular
profit is earned
The Main Methods of Pricing
There are five main types of pricing methods:
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Cost-plus Pricing: the cost of manufacturing the product
plus a profit mark-up. It involves:
Estimating how many of the products will be produced.
Calculating the total cost of producing this output.
Adding a percentage markup for profit.
Total cost /output + % markup.
Benefits
Limitations
Businesses could lose sales if
The method is easy to apply. the selling price is higher than
competitors.
A total profit will only be made
Different profit markups could
if sufficient product units are
be used in different markets.
sold.
Each product earns a profit
for the business.
There is no incentive to
reduce costs.
Competitive Pricing: When the product is priced in line
with or just below competitors’ prices to try to capture
more of the market.
Benefits
Limitations
Sales are likely to be high due
to realistic level prices.
High-quality products must be
sold at higher prices to give
them a high-quality image.
Avoids price competition
If cost is high and sales are
low, competitive prices can
lead to loss.
Often used when it is difficult
for consumers to tell the
difference between the
products of different
businesses.
Detailed research will be
needed to determine these
prices, which costs time and
money.
Price Skimming: setting the price for a new product on the
market. A product is usually a new invention or a new
development of a product.
Benefits
Limitations
It can help establish the
product as good quality.
High prices may discourage
some customers from buying
it.
If production is unique, a high High prices and profitability
price may lead to profit, and may encourage competitors
the price may be reduced.
to enter.
High research and
development costs can be
rapidly recovered from profit
made.
Penetration Pricing: when the price is set lower than the
competitors’ prices to enter a new market.
Benefits
Limitations
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Benefits
Limitations
often used for newly launched
Sold at a low price, therefore,
products to create an impact
profit per unit may be low.
on customers.
Ensure sales are made and
the new product enters the
market.
Customers may ‘get used‘ to
low prices and reject the
product if the price is raised.
Market share should build up
quickly.
It might not be appropriate for
products that have a
reputation for quality.
Promotional Pricing: when a product is sold at a low price
for a short period of time. To increase short-term sales.
Benefits
Limitations
Useful for getting rid of
unwanted inventory that will
not sell.
Revenue will be lowered
because the price of each
item is reduced.
Help renew interest in a
product if sales are falling.
This might lead to price
competition with competitors.
The impact of psychology on price decisionsHigh prices for high-quality products can be
purchased for status symbols.
When a price is lower than a whole number, it creates
the illusion of being cheaper.
Supermarkets may choose low prices for products
purchased regularly.
Repeat sales are often made to reinforce consumers’
perceptions of the product.
Using different pricing methods for the same productDynamic pricing: When businesses change product
prices, usually when selling online, depending on the
level of demand, for example, Aeroplane tickets.
There are ethical issues with some dynamic pricing;
using technology, businesses can track customers'
buying history and then charge accordingly.
3.9. Place (Distribution Channels)
Products should be available when and where customers
need them
Wrong place, low sales and profits
The place must be convenient for consumers
Distribution Channel: is how a product is passed from the
place of production to the customer.
There are four main distribution channels:
Manufacturer sells products directly to consumers (i.e.
car components to car factories).
This channel is most common with business-tobusiness transactions.
Benefits
Limitations
Very simple
It is impractical because
consumers don’t usually live
near factories
Not suitable for products that
Suitable for products that are can’t be sent quickly by post,
sold straight out of factories especially if they’re perishable
or easily breakable goods.
There is a lower price for
consumers (cuts retailer)
It is not cost-effective, as
sending products by post is
expensive
Products can be sold by mail
order catalogue or via the
internet.
Producers sell to retailers, who sell to consumers (i.e.,
farms selling food to big supermarkets).
This channel is most common where retailers and
large such as supermarkets or the product is
expensive, Ex. furniture or jewellery.
Price Elasticity of Demand
Price Elasticity of Demand: How responsive is a demand
for a product to a change in price?
PEDs are affected by the no of substitutes available
Price-elastic demand is when a product is very responsive
to a change in demand. The % change in demand is
GREATER than the % change in price, i.e., prices increase
by 5%, but sales decrease by 10%.
Therefore, the business's revenue would be falling
with a price increase. Businesses must find another
way to increase demand without using the product's
price.
Price-inelastic demand is when the product is not very
responsive to change in demand. The % change in
demand is LESS than the % change in price.
This means you can increase the price of the product
a lot without the demand changing (i.e., oil & petrol
because people have to buy it)
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Benefits
Limitations
Manufacturer sells lots of
stock to retailer
There is no direct contact with
customers, which makes It
hard to create customer
loyalty.
Price is often higher than
Cheaper transportation costs
‘direct selling‘ as the retailer
because all products go to
has to cover its costs and
one place
make a profit
Lower storage costs for the
manufacturer
Producers sell to wholesalers, who buy in bulk, divide their
stock into smaller quantities, and sell them to retailers.
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Benefits
Limitations
Reduces storage costs for More expensive to buy from a
small retailers because small
wholesaler than from a
quantities are sold
manufacturer
Small quantities, so transport
costs are low
A wholesaler might not have
all the products a retailer
wants
Wholesalers can give
feedback on what sells well to
producer
It takes longer to get to the
consumer
Huge gap between the
manufacturer and the
customer
Consumer prices may be
higher than direct selling, as
retailers and wholesalers
need profit.
A manufacturer hires an agent (person or business) that
will sell products on behalf of the manufacturer.
Agent: an independent person or business appointed
to deal with sales and distribution of a product or
range of products.
Benefits
Limitations
Agents know the most
Manufacturers lose much
profitable places & prices to
control over how the product
sell in other markets that
is sold to customers.
manufacturers may not know.
Agents will provide advice on Higher costs for consumers,
the best ways to survive new
as agents will need
markets.
compensation for expenses.
Gives the manufacturer some
control over the way product
is sold.
Methods of Distribution
E-Commerce
Selling of goods and services through the internet
Benefits to the business
Problems to business
Cheaper
Website must be maintained
Customers are encouraged to
buy in bulk
High distribution costs
Business-2-Business ecommerce is cheaper
No direct contact
Wider options for customers,
brand image and loyalty
Returns – higher costs
A stock system will be
needed.
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Benefits to consumers
Problems for consumers
No need to go out
Internet needed
Wide options
High chances of fraud and
theft
Easy Comparison
Products can’t be physically
examined
Payment through net banking
No direct contact
Easy access to imported
goods
Low prices
Other methods include:
Department stores
Discount stores
Chain stores
Superstores
Independent retailers
Direct sales
Supermarkets
Mail order
Selecting Which Distribution Channel to Use
Type of product
Is it technical?
How often is it purchased?
How expensive is it?
How perishable is it?
Where are customers located?
Where do competitors sell?
3.10. Promotion
Promotion: where marketing activities aim to raise
awareness of a product or brand by generating sales and
helping create brand loyalty. Includes the following:
Advertisement: Involves ‘above-the-line‘ promotions.
Ex. TV, Social media. Newspapers, etc.
Sales Promotion: Involves ‘below-the-line‘ promotions.
Used for short periods of time to reinforce the abovethe-line promotions. Ex. Money-off coupons, gifts,
protect placements in programmes or newly released
films.
Aims of Promotion
To raise awareness about a firm’s products
Encourage customers to make a purchase
Increase sales
Introduce new products in the market
Create brand image
Improve the company’s image
Compete with competitors
Advertising
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Advertising: paid-for communication with potential
customers about a product to encourage them to buy it.
There are two types of advertisements:
Informative Advertisement: where advertising or sales
promotion emphasises giving complete information
about the product. (i.e. the benefits of the product)
Persuasive Advertisement: advertising or promotion
trying to persuade consumers that they need the
product and should buy it.
The advertising process:
1. Set objectives of advertising to capture new
market and increase market share
2. Decide the advertising budget-predict how
much sales will be in the future, and spread
a certain percentage (between 2% to 10%),
or set by how competitors are spending, or
simply what the business can afford to
spend.
3. Create an advertising campaign- the target
audience and objective must be kept in
mind.
4. Selecting the media to use the target
audience will decide the media, how often
AD appears, and should be cost-effective.
5. Evaluate the effectiveness of the campaignif sales or brand image improved.
Types of Advertising Media
Television
Examples of suitable products/services are food
products/drinks, cars, and household products.
Advantages
Disadvantages
It will go out to millions of
people.
Very expensive
Can be shown in a favourable
way (Attractive).
Young consumers often
download films/movies and
don’t watch many television
programmes.
Reaches the most significant
number of consumers and
reaches the target audience
by showing AD after specific
programmes.
Radio
Examples of suitable products or services: Local
services or events, e.g., local shops or car showrooms.
Advantages
Disadvantages
It's cheaper than TV.
It cannot put across a visual
message.
Reaches a large audience.
It is pretty expensive
compared to other methods.
Advantages
Often, it uses memorable
The advert needs to be
songs or tunes so that the AD remembered because there
can be remembered.
is no hard copy.
It's not as broad an audience
as television.
Newspaper
Examples of suitable products or services: Local
products and events in the local newspaper.
Advantages
Disadvantages
Can be selected to target a
particular group
Often, it is black and white;
therefore, it is not attractive
to the eye.
A large number of people
buy/read national
newspapers.
Many young People do not
read/purchase traditional
newspapers.
Local newspapers are cheap
and, therefore, cost-effective.
Adverts are permanent and
can be cut and kept.
A lot of information can be put
in the advert.
Magazines
Ex of suitable products/services: Feature in specialist
magazines, gold equipment, medical equipment.
Advantages
Disadvantages
An effective way to reach the
target population is if there
are specialist magazines.
Published once a month or
week.
Magazine adverts are in
colour, thus attractive.
They are more expensive
than newspapers.
Posters
Ex of suitable products/services: Local events,
products purchased by a large population.
Advantages
Disadvantages
Permanent
It can be easily missed.
Relatively cheap
No detailed information can
be included
Potentially seen by everyone
passing
Cinemas, DVDs, Blu-ray discs:Examples of suitable products/services: Coca-Cola
(make sure to boycott ;) ).
Advantages
Disadvantages
Shows visual image of
product positively.
Scene by only a limited
number of people.
Relatively low cost.
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Disadvantages
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Advantages
Disadvantages
It can be effective if the target
audience goes to see a
particular film.
Leaflets
Examples of suitable products/services: local events
and retail outlets (can contain vouchers).
Advantages
Disadvantages
Cheap
It may not be read
Give out on the street to a
wide range of people.
Direct mail, also called ‘junk
mail,’ can be annoying and
prevent customers from
buying.
Direct mail (delivered door to
door)
Sometimes contains moneyoff-vouchers.
Internet
For example, suitable products/services are familiar,
e.g., books, clothes, electronics—services such as
train information, ticketing, insurance, etc.
Advantages
Disadvantages
Internet searches may not
A large amount of information
highlight the website, and it
can be placed.
could be missed.
A vast number of people can Some countries have limited
see it
access to the internet.
Orders can be made instantly
via the website.
A lot of competition.
Direct mail via email is cheap.
Security issues can
discourage customers.
Other forms of publicity:
Ex of suitable products/services: shops can use bags
as a form of advertising, billboards on the street.
Advantages
Disadvantages
Very cheap methods of
advertising, e.g. T. Shirt
delivery vehicles and bags
can be worn, and by walking
around, it can be an
advertisement itself.
Customers may not see it in
the target market.
Sales Promotion
Sales Promotions: when incentives (i.e. special
offers/sales) are aimed at consumers to achieve a shortterm increase in sales.
Types of Sales Promotion
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Price Reductions
Includes coupons
Linked to loyalty cards
Reduced prices of products at certain times of the
year.
Gifts
Small gifts to encourage purchases
The main aim is to get customers to buy at regular
intervals
BOGOF (Buy One, Give One Free)
Multiple purchases are encouraged
Competitions
Packaging can allow customers to enter competitions
Encourages sales
High prices
Point of sale display and demonstrations
Place where the product is sold
Special display
After-sales services
For expensive products, good after services
encourage consumers to buy their products.
Free samples
Can be handed out to shops to encourage sales
Maybe delivered at home
Product placement
Featured in television programmes, movies or music
videos.
It is expensive to pay for placement and can have a
negative effect if the image is unattractive to
customers.
Advantages of Sales Promotion
It can be used at the times of year when sales are low.
Encourages new customers to try an existing product.
Encourages customers to try a new product.
Increase customer loyalty by encouraging existing
customers to buy in greater quantities.
Encourages customers to buy their product instead of
competitors.
Marketing Budget
The marketing budget is the financial plan for marketing a
product/brand for a period of time.
When deciding which type of promotion to use, marketing
budget is an essential factor
Businesses will need to compare the cost of advertising
and the increase in expected sales. Cost-effectiveness if
important.
This is where small businesses struggle compared to big
businesses because their budget is much smaller.
Factors Influencing Type of Promotion
Stage of PLC
Nature of product
Cultural issues involved in international marketing
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The media used must depend on the following:
Literacy rate
Poverty rate
Availability of radio and cinema
Nature of target market
Public Relations and Sponsorship
It is concerned with promoting a good image of the brand
Ways to increase public awareness:
Sponsor events linked with good causes
Donate to charities.
All these activities are used to raise the public’s
awareness of the company and its product and increase
their chance of choosing their product over competitors.
Price: the internet allows businesses to gather
information about customer purchasing habits, which
means dynamic pricing can be used to increase revenue.
Place: The widespread spread of online purchasing and ecommerce. Can create new opportunities.
Use of the Internet and Social Media Network for
Promotion
Social media for promotion:
Opportunities for Advertising on Threats of advertising on
Social Media
social media
Target specific demographic
group
It can alienate customers if
they find the adverts
annoying.
Guarantee it reaches customers
Businesses have to pay for
advertising if using popups.
Speed in response to market
changes: Information can be
uploaded regularly.
Lack of control of
advertising if used by
others.
3.11. Technology and Marketing Mix
E-Commerce
It is the ‘online’ buying and selling of goods and services
using computer systems linked to the internet and apps.
Benefits to the business
Problems to business
Cheaper
Website must be maintained
Customers are encouraged to
buy in bulk
High distribution costs
Business-2-Business ecommerce is cheaper
No direct contact
Wider options for customers,
brand image and loyalty
Returns – higher costs
A stock system will be
needed.
Benefits to consumers
Problems for consumers
No need to go out
Internet needed
Wide options
High chances of fraud and
theft
Easy Comparison
Products can’t be physically
examined
Payment through net banking
No direct contact
Easy access to imported
goods
Low prices
How technology influences the marketing mix:
Social Media Marketing: a form of internet marketing that
involves creating and sharing content on social media
networks to achieve marketing goals.
Viral Marketing: when consumers are encouraged to
share information online about a business's product.
Product: may change to respond to new technology.
Promotion: social media marketing and viral marketing
can be used to promote.
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Messages may be altered
Cheap to use-low cost if placing
or used badly and
advertisements.
forwarded to another user,
giving bad publicity.
It reaches groups that are
difficult to reach any other way.
Create your own website for promotion:
Opportunities of advertising on Threats of advertising on
the business’s own website
the business’s own website
Potential customers may not
No extra cost after setting up a see the website, as the page
website.
may appear in a long results
list.
Control of advertising as the
website is owned.
Relies on customers finding
the website.
Can change adverts quickly and
The website's design costs
update pictures, prices, and so
can be high.
on.
It would need to be
Interactive adverts can be more constantly updated, and a
attractive than magazines or
team would need to be
posters.
nearby for any bugs or
issues. Which is costly.
Can provide more information
in adverts and link to other
pages with further information
and pictures.
Attracts funds and payment
from companies who want to
advertise their product on the
business’s site
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3.12. Marketing Strategy
Marketing Strategy: a plan to combine the right
combination of the four elements of the marketing mix for
a product or service to achieve a particular marketing
objective
The Marketing Strategy developed depends on the
following:
Size of market
Number and size of competitors
Marketing objectives
Target market
Finance available
Marketing objectives may include:
Increasing sales
Improve the existing product
Increasing sales of a new product
Maintaining/ increasing market share
Increasing sales in a niche market
Increase market share/retain market share
For example, A product is made, priced reasonably, and
meets the consumer's needs, but no promotional element
exists. No one will buy it because people don’t know about
its existence.
Or if a product is made that doesn’t meet consumer
needs, it won’t sell regardless of the price set.
It is crucial to have all elements working together to
influence consumer decisions (buying the product)
Recommending and justifying a marketing strategy
in a given circumstance:Important points to include in your answer:
Marketing objective
Marketing budget
Target market
Balanced marketing mix
3.13. Legal Controls in Marketing
There are many laws in different countries to protect
consumers from businesses taking advantage of their
lack of knowledge or lack of product information
These legal controls include (in the U.K.):
Weights and Measures
Selling underweight items or using inaccurate
equipment to weigh goods is illegal.
Sale of Goods
Supplying flawed goods (not up to quality
standard).
Product not fit for its intended purpose.
Products which do not perform as described in
label or by retailer.
Supply of Goods and Services Act
Service must be provided with skill and care.
Consumer contracts Regulations
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A consumer should have a minimum of 7 days
cooling period (a consumer should have seven
days to change their mind about the purchase they
made)
Trade Descriptions
Supplying a good/ service which is unsafe/ not fit
for the purpose is illegal.
Giving false info or misleading claims is illegal
Misleading consumers about the actual price is illegal
Making false claims about special deals and offers is
illegal
Offensive or indecent ads are illegal
Complying with all legal controls can raise the total costs
of a business by:
Goods/ services may have to be redesigned to ensure
quality and safety
Ads may have to be altered
Some promotion techniques may have to be changed
May have to change the packaging
Prices may have to be controlled and altered
Increase employment
3.14. Entering New Markets Abroad
The globalisation of businesses has been increasing over
the years; there are opportunities & problems with this:
Opportunities
Problems
Growth potential in other
countries: countries are
developing, and population
incomes are increasing
Lack of knowledge of
competitors or consumer
habits
Markets in the original region
might be saturated (sales are
low)
Cultural differences: for
example, alcohol won’t sell
well in the Middle East
Exchange rates: in some
Can produce products abroad
countries, their currency isn’t
and learn about its market to
stable, so the price of
increase sales
imported goods increase
Trade barriers are lowered in
most countries, so it is
cheaper to enter markets
Transport costs are more
expensive
Import restrictions - causes
price of goods to increase and
sales decrease.
Increased risk of nonpayment
However, there are many methods to reduce and
overcome the problems of entering a new market:
Problem
Method to Overcome
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Problem
Method to Overcome
Lack of knowledge (and
cultural Differences)
Joint-Ventures: by working
together/merging with local
businesses in the same
market, a business will gain a
lot of necessary knowledge
about the culture & market \n
Franchising: letting people
from the market abroad who
have local knowledge to
choose the location of the
shop
Transport costs are
expensive.
Licensing: the business
permits a local business to
sell goods under its name, so
they do not have to import all
the products physically
Cultural Differences
Localising Existing Brands:
where a business still has the
same brand image but adapts
it to the market it is in (i.e.
McDonald’s cooking
vegetarian meals in India)
Limitations to the methods listed above:
Method
Limitation
Joint venture
Management conflict between
the two businesses. Profit
shared.
Licensing
Quality problems caused by an
inexperienced licensee could
damage brand reputation.
Licensee now had access to
information about how the
product is made - could develop
a better version and become a
competitor.
International franchising
Quality problems or poor service
offered by franchisees could
damage brand image. Training
and support will need to be
provided by the franchisor.
May be less successful than a
new product made to meet local
cultures and market conditions.
Localising existing brands
Expensive to change packaging,
promotion, and so on for each
market the product is sold.
4. Operations Management
4.1. Production of Goods and Services
Production Process
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Production: making a product or service to satisfy
consumer wants and needs.
The factors of production or ‘inputs’ include:
Land – For factories or materials
Labour – Employees
Capital – Money/finance
Enterprise – Managers
A business combines these inputs to produce a more
valuable output (this is added value).
Labour-Intensive Production: A larger workforce is used
than machinery to make goods. Usually done in countries
with low wages so that it is more efficient (ex: SHEIN).
Capital-Intensive Production: businesses use machinery
rather than workers. Usually done in developed countries
where the wages are high.
Operations Department
The operations department’s role is to transform inputs
into outputs for consumers.
An operations manager ensures raw materials are
available and made into finished goods.
Most manufacturing businesses have:
Factory Manager - responsible for quality and quantity
of products
Purchasing Manager – responsible for providing the
required materials and equipment
Research and Development Manager – responsible
for design and training of employees for new products
In the retail business, the factory manager will be
replaced by the managers for the shop.
In service businesses, e.g. Restaurants, the operation
department will include managers for each shop.
Productivity
Productivity: a way of measuring a business’s efficiency.
Note: Production is the making of the product, while
productivity is how efficiently the product is made.
of output
Productivity = Quantity
Quantity of input
Labour Productivity = no. ofoutput
employees
​
​
As employees become productive, per-employee output
rises, and costs of production fall
Many ways to increase productivity:
Improve factory layout to reduce time waste and raise
efficiency
Introduce automation
Improve labour skills by training
Improve quality control
Improve employee motivation
Improve inventory control
Benefits of increasing efficiency:
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More output compared to inputs.
Lower costs per unit (and therefore lower average
cost)
For example, if the business has a limited workforce,
raising their wages will increase motivation and,
therefore, also increase productivity.
Inventory
Inventory can take various forms. Inventory includes:
Raw materials
Work in progress goods
Finished goods
Why do businesses hold inventory?
To ensure enough inventory is available to satisfy
sudden changes in demand.
Production and opportunity costs will also be high if
inventory levels are high.
Inventories can be managed:
Defects - when goods have faults/defects that require
them to be inspected/fixed, wastes time
Advantages of lean production
Less storage costs
Quicker production
Better use of equipment
Less money tied up in inventory
Speed up production by cutting out processes
Improved health and safety lead to less time off work
due to injuries.
No need to repair defects or provide replacement
services for a dissatisfied customer.
All these save/reduce costs that lead to lower
customer prices and increased business
competitiveness and profit.
Types of Lean Production
Kaizen
Just-in-time inventory (JIT)
Cell production
Kaizen
The business buys in inventory to fill its holding capacity,
known as the maximum inventory level.
As resources are depleted, inventory levels drop. At this
stage, reorders will be made so it reaches the business in
time before it runs out.
Buffer Inventory Level: inventory held to deal with
uncertainty in customer demand and deliveries of
supplies.
4.2. Lean Production
Lean Production: various techniques to cut down waste
and raise efficiency.
Types of Waste:
Transportation - when the goods are being moved
unnecessarily → fuel price, chance goods may get
damaged
Overproduction - leads to high storage costs and
possible damage to goods while in storage.
Overprocessing - when sophisticated machines are
being used to do simple tasks
Waiting - when goods are not moving or being
processed, waste occurs due to inefficiency
Motion - any action made by an employee that does
not relate to the production of goods, wastes time
Unnecessary inventory
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Kaizen means continuous improvement in Japanese
Its primary focus is to eliminate waste
Ideas are thought of by holding frequent meetings with
workers to discuss problems and possible solutions.
Advantages:
High productivity
Less space needed for production
Work in progress is low
Improved layout of the factory may lead to combining
jobs. This will reduce labour demand.
Just in Time
A production method that reduces or virtually eliminates
the need to hold inventories of raw materials or unsold
inventories of the finished product.
Advantages:
All this reduces the costs of holding inventory.
‘Warehouse‘ space is not needed, reducing costs.
The finished product is sold quickly so that money will
return to business quickly. Helping cash slow.
However, to operate in JIT, businesses need to have
reliable suppliers and an efficient ordering system. If
suppliers are late, it can disrupt the system.
Cell Production
This is where the production process is divided into
separate units, each making an identifiable part of the
good
Advantages:
High motivation due to improved morale of
employees.
More production efficiency.
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Employees feel more valued and are less likely to
strike or cause disruption.
Features
4.3. Methods of Production
3 Main Methods of Production:
Job Production: products made one at a time
Batch Production: a quantity (batch) of a product is
made, then a batch of another product is made
Flow Production (mass): large quantity of products
made in a continuous process
Job Production:
Features
Benefits
Flow Production:
Limitations
Benefits
Limitations
It is very boring for
Large quantities of High output, capital employees, leading
a product are
intensive, more
to decreased
produced.
efficient.
motivation over
time.
Cars, drinks,
electronics, and
mass-made
products are made
this way.
Costs are low,
therefore low
prices, leading to
high sales.
High cost of
inventory of output
& raw materials.
Often labourintensive,
Good for ‘one-off’
expensive as highly
products
skilled workers are
needed
It requires only
Capital costs for
relatively unskilled
setting up
workers and some
production are very
training, maybe
high.
needed.
Each order is
different
Meets the exact
requirements of the
customer
Production takes
longer
E.g. bridges, ships,
cakes, cinema,
films, suits
Varied work
increases
employee
motivation
There is no need
If one machine
for moving goods
breaks down, the
around (all made in whole production
the same place).
stops.
Any errors made
are expensive to fix
Automated
production lines
can operate 24*7.
Ability to charge
higher prices
Materials are more
expensive.
Benefit from
economies of scale.
Products are made
specifically for the
customer’s order
No possibility of
purchasing
economies of scale
Batch Production:
Features
Benefits
Limitations
A similar range of Flexible work can Machines must be
products is made in change products reset to do different
batches
easily
batches
Ex. bakery: makes
one type of bread,
Semifinished
then one type of
Gives some variety products may need
cake and each
to worker’s jobs
to be transported
product is produced
around (+ cost)
in stages or
batches.
More variety, more
consumer choice
Need space for
stocks of raw
material (high
storage costs)
Production may not
be affected to any
High work-ingrant extent if the
progress inventory
machine breaks
down.
Expensive and
time-taking
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Factors influencing which production method to choose:
Nature of Product - if unique or individual service, job
production can be used.
Size of Market - if demand increases and more
products can be sold but not in large quantities, batch
production will be used. International market, flow
production.
Nature of Demand - if large and fairly steady demand,
e.g. soap powder flow production, can be used.
The size of the Business - if the business is small and
doesn’t have access to large funds, job production can
be used.
4.4. Technology in Production Methods
Automation: Equipment in a factory is controlled by a
computer to perform mechanical processes (i.e., painting
a car). Only workers are to ensure it runs smoothly.
Mechanisation: production is done by machines but
operated by people. Used to do difficult, precise or
dangerous tasks. Work 24/7, quicker and more accurate.
Computer-Aided Design (CAD): software that helps design
or re-style products quickly, allows technical sketches to
be very detailed
Computer-Aided Manufacture (CAM): when computers
monitor production and control machines/robots
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Computer-Integrated Manufacturing (CIM): when
software that designs the products is integrated with the
machines that produce (CAM + CAD).
Electronic Payment Methods
EPOS (Electronic Point of Sale): used at checkouts, where
barcodes are scanned and displayed on the receipt. The
inventory is automatically changed and reordered when
the reorder level is reached.
EFTPOS (Electronic Funds Transfer Point of Sale): it is
where an electronic cash register is connected to the
retailer’s bank accounts, and the money is directly
transferred when the shopper’s bank info is entered.
Contactless Payment: works by the contactless device
having an antenna; when touched against a contactless
terminal, it securely transmits intervention about the
purchase. e.g. credit cards, key fobs, mobile devices, etc.
Advantages of Use of
Technology
Disadvantages of Use of
Technology
Productivity is greater as
new, more effective
methods are used, reducing
average costs.
Unemployment could rise.
Greater job satisfaction
stimulates workers.
It is expensive to invest in new
technology; this increases the
risk as more products would
need to be sold to cover the
cost.
More skilled workers may be
needed to use and maintain
the new technology.
Therefore, motivation and
work quality will increase as
training is provided to
existing employees.
Employees may be unhappy
with the change.
Better quality products
New technology is constantly
changing and becoming
outdated quickly; thus,
businesses must replace
technology to remain
competitive.
Quick communication and
reduced paperwork,
increasing profitability.
The use of IT is much
greater and results in better
and quicker decisionmaking.
New ‘high-tech’ products are
introduced as technology
makes completely new
products available.
4.5. Costs and Scale of Production
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Business Costs
Fixed Costs (overheads)
Costs that do not change with output in the short run.
Also known as overheads or indirect costs
Fixed Cost = Total cost – Variable cost
Examples of Fixed Costs:
Rent of factory: even if you produce lots of
products, the rent price will be the same
Insurance: you set the insurance cost beforehand
Bank fees: bank fees are a set price; they don’t
change depending on the products produced
Management Salaries: they are set regardless of
production
Staff cost (Security)
Variable Costs (VC)
Costs which vary directly with output
Also known as direct costs
Variable cost = Total cost – Fixed cost
Examples of Variable Cost:
Raw materials: the more you produce, the more
materials you need
Electricity & Gas: Energy is paid by use. If you are
producing more, more electricity is being used
Shipping cost: Making more products means you
have to ship more items, and shipping is paid by
weight
Total Cost: Fixed and variable costs combined.
Formula 1: Fixed cost + Variable cost.
Formula 2: Average cost per unit × output
Average Cost (Per Unit): total cost of production divided
by the total output. Referred to as Unit Cost.
cost of production
Formula for Average cost = Total Total
output
​
Usage of Cost Data
Helps manager set prices
Deciding whether to stop production or continue.
Deciding the best location.
It helps managers to make decisions.
It is needed to calculate profit and loss.
4.6. Economies of Scale (EOS)
Economies of Scale (EOS): the factors that reduce
average costs as a business grows.
Types of economies of scale:
Purchasing Economies
When a business buys in bulk, it tends to receive
discounts, decreasing the price of each good.
Marketing & Selling Economies
When the company advertises for goods, it will pay
the same amount to advertise a greater number.
Therefore, when marketing for a higher output,
unit costs fall, decreasing ATC.
Financial Economies
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Banks tend to lend to larger companies with lowinterest rates, as they borrow high amounts and
their collateral value is high.
Managerial Economies
Large firms have opportunities to employ
specialists who will help reduce wastage and
increase efficiency and productivity.
Technical Economies
More capital to invest in newer, more efficient
technology and specialist equipment.
4.7. Diseconomies of Scale (DEOS)
Diseconomies of Scale (DEOS): the factors that lead to an
increase in average costs as the business grows beyond a
specific size.
Types of diseconomies of scale:
Poor communication
Lack of commitment from employees
Large businesses have many employees, and not
everyone is connected to the top management,
reducing their motivation levels.
Slow decision-making & weak coordination
Large businesses have longer chains of command,
so information and instructions take longer to
reach the desired person, slowing communication
and decision-making.
4.8. Break-Even Analysis
Break-Even Level of Output: the quantity that must be
produced/sold for total revenue to equal total costs. (also
known as break-even point).
Break-Even Charts: a graph showing how the costs and
revenues of a business change with sales. They show the
level of sales the business must make to break even.
Revenue: the income during a period of time from sales of
goods.
Total Revenue = Quantity sold × Price.
Break-Even Point: the level of sale at which total costs =
total revenue. The point where they intersect in the graph.
The break-even point, the calculation method:
Contribution: selling price less its variable cost.
Contribution per unit: Selling price – Variable cost.
Break-even level of production =
Total fixed costs
Contribution per unit
​
An example of a Break-even chart:
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Sales($)= 0
units
Sales($)= 1000
units
Sales($)= 2000
units
Fixed
costs
5000
5000
5000
Variable
0
3000 (1000x$3)
6000 (2000x$3)
Total
costs
5000
8000
(3000+5000)
11000
(5000+6000)
Revenue
0
8000 (1000x8)
16000 (2000x8)
To draw a break-even chart, you must include:
Fixed Costs line
Variable Costs line
Total Costs line
Sales Revenue line
The shaded area that can be seen, labelled with ‘Area of
loss‘, shows how the sales revenue line is below the Total
cost line, indicating that anything before the break-even
point is a loss.
The shaded area that can be seen, labelled with ‘Area of
profit’, shows how the sales revenue line exceeded the
Total cost line, indicating anything after the break-even
(BE) point is a profit.
‘y’ axis measures money amounts (cost & revenue)
The ‘x’ axis shows the number of units produced or sold
Benefits of break-even charts:
Managers can read off the graph if the company
expects profit or loss and can see how much
profit/loss they will have at any level of output
They can attempt different scenarios and see the
impact it will have on the profit or loss of the business.
It lets managers try out different possibilities to
determine which is the best. (i.e. increasing the selling
price, increasing production)
It can show the SAFETY MARGIN – the number of sales
exceeds the break-even point. For example, if a
business’ break-even point is at 1000 units, and they’re
producing 1500 units, their safety margin is 1500 –
1000 = 500.
Limitations of Break-even Charts:
Break-even charts assume that all products made will
be sold. It does not show the possibility that
inventories may build up if they are not sold
Fixed costs only stay the same if the scale of
production stays the same (doubling the output will
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also increase the fixed cost because they must need a
bigger factory, more machinery, labour, etc.)
Break-even charts assume that costs and revenues
can be drawn with straight lines, which doesn’t happen
in real life.
It assumes costs and revenue increase at a constant
rate.
4.9. Achieving Quality Production
Quality: to produce a good or a service which meets
customer expectations.
Quality is important for businesses because:
It establishes the brand image
It builds brand loyalty
It maintains a good reputation
It will help to increase sales
Attracts more new customers
If quality is not maintained, businesses will:
Lose customers to other brands/competitors
Have to replace faulty products or repeat poor
service, which raises costs for business
They have a bad reputation because people with bad
experiences will tell others, etc. This leads to lower
sales & revenue.
Quality Control
Quality Control: Check for quality, whether a product or
service, at the end of the production process.
Quality control is a traditional way to ensure that products
leave the factories without defects.
Quality inspectors’ job is to maintain/check quality
regularly for errors.
The whole production batch might have to be redone if
errors are found.
Their job is also to prevent any production errors before
they happen during production, which will lead to money
loss.
Advantages of Quality Control Drawbacks of Quality Control
Eliminates faults/errors
It is expensive, as employees
before the customer receives need to be paid to check the
a product or service.
product or service.
Less training is required for
the workers.
Identifies the fault but not how
and why it occurred, so it is
difficult to remove the
problem.
Increased costs if products
have to be scrapped or
reworked or service repeated.
Quality Assurance
Quality Assurance: checking for the quality standards
throughout the production process.
WWW.ZNOTES.ORG
Businesses will ensure quality standards are set, and then
employees will apply these standards throughout the
business.
Advantages of Quality
Assurance
Drawbacks of Quality
Assurance
Eliminates faults/errors
It is expensive to train
before the customer receives
employees to check products.
a product or service.
Fewer customer complaints.
Relies on employees following
instructions of the standards
set by the business.
Reduced costs if products
don’t have to be scrapped or
reworked or service repeated.
Total Quality Management (TQM)
Total Quality Management (TQM): the continuous
improvement of products and processes by focusing on
quality at every stage of production
Many companies use total quality management.
It tries to “get it right the first time” and has no defects
It focuses on ensuring 100% that the customer is always
satisfied. The customer is not just the final user; it also
includes other people and departments within the
business
Quality must be maintained throughout the business, and
no faults should occur.
Advantages of total quality
management
Drawbacks of Total Quality
Management
Quality is built into each part
of the production. It becomes
a habit for the employees.
It is expensive to train all
employees.
Eliminates virtually all
faults/errors before the
customers receive them.
Relies on employees following
the ideology of TQM.
No customer complaints, so
the brand image is improved.
Waste is removed, and
efficiency increases, which
means less money is wasted
(higher profits).
Customers can be assured of quality
products/services
Businesses may apply a quality mark but will have to
follow certain rules. This mark, e.g. ISO, makes sure
products meet a particular standard.
For service businesses, recommendations from satisfied
customers can be heard or read from online sites, where
bad and good reviews can be shown.
4.10. Location Decisions
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Businesses look for locations when:
New business
The present location is unsatisfactory
Change in business aims and objectives
Expansion
Factors that influence the choice of location of a
MANUFACTURING business:
Production methods and location decisions
Production methods play a significant role in deciding
the location of a business.
Job Production: the business will be small and won’t
have much effect on competitors there. The location
of suppliers won’t affect much on the business. Ex. A
small jewellery business.
If there is large-scale production, then competitors in
that area will be highly affected, and the business will
prefer closer suppliers as raw materials will be huge.
Transportation costs may be high if the supplier is too
far.
Market
When a product is heavier than its raw materials,
businesses decide to locate its factory near the
markets rather than the supplier, as a business will
find it much cheaper due to transportation costs.
Due to advances in transportation facilities, the
distances between factories and markets of heavy
products don’t play a vital role.
Perishable products need to be delivered quickly.
Raw Materials/Components
Transportation costs will be high if goods and raw
materials are very heavy. Then, a company may want
its factory to be located near the supplier.
External economies of scale
When two firms support each other or work together,
they will be able to respond quickly to any important
decisions to be made or any breakdowns.
Availability of Labour
Every manufacturing business requires labour.
If a business requires only skilled labour, it will try to
locate near a place where people with various skills
live.
If a business requires unskilled labour, it will be
located where wage rates are low and unemployment
is high.
Government Influence
When a government wants to encourage businesses
to locate in a particular area, it will offer state–funded
grants to encourage firms to move there.
High unemployed areas may provide grants to
businesses to locate there.
Transport and Communication
Businesses need to be closer to transport systems.
Exported products, ability to reduce transport costs.
Reduces time taken.
Power and water supply
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Availability of power is very important.
Some businesses need to have reliable power sources
to continue production.
Some production processes require a reliable water
source.
Climate
Factors that influence the choice of location of a
SERVICE SECTOR business:
Customers
Services which require direct contact, must be located
near the customers.
Services where personal contact isn’t required,
location doesn’t affect.
Technology
Technology has allowed e-commerce, so location
doesn’t play a vital role.
Personal preference of owners.
Availability of labour
If a business is labour-intensive, it must be located
where labour is easily found, like towns and cities.
Climate
Near to other businesses
Some services/ businesses serve large companies
and so should be able to reach them immediately;
therefore, they must located closer to them.
Rent/ taxes
If services don’t require personal contact, they can be
located in places with lower rents and tax rates.
Factors that influence the choice of location of a
RETAILING business:
Shoppers
Retailers want popular areas as they attract
customers.
It depends on the type of product.
Expensive – a place where high-income people live or
visit regularly.
Nearby shops
Being located near a frequently visited shop means
people may shop in between while visiting other
shops.
A place with high competition attracts more
customers as they have greater choice.
Customer parking availability/ nearby
Convenient and nearby parking lots will encourage
people to visit your shop.
Availability of suitable vacant premises
If a proper location isn’t available, a company can’t
locate there.
Access to the delivery vehicle
Businesses try to find places near transport
businesses to gain easy access to delivery vehicles.
Rent/ taxes
Popular area, high demand, and high rent.
Less popular, low demand, low rent.
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Security
A place prone to theft may reduce a business’s
chances to locate there.
Insurance companies may not insure such companies.
Legislation
Some countries may have laws restricting trade in
some parts.
Factors influencing the decision of which country to
locate operations in:
New market overseas - when a business sees an increase
in sales overseas, it may decide to move/relocate there
instead of transporting products there.
Cheaper Source of material – if the raw material runs out,
the business must either bring in alternative supplies
from somewhere else or relocate to a new country with
these raw materials, it also might be cheaper than
transporting it.
Difficulties with the labour force and wage costs – if the
business is located in a country where wages keep rising,
it may be more profitable to relocate to a country with
lower wages.
Rents/taxes considerations – if other costs such as rent or
taxes increase, this might cause businesses to relocate to
countries where it is lower.
Availability of government grants and other incentives - If
governments want to increase foreign investment and job
opportunities, they will provide grants, subsidies, and
lower taxes. They may do this to provide new skills and
increase employment.
Trade and tariff barriers – If trade barriers are high, the
business’s chance of locating there would reduce costs.
Finance: money that is needed to meet the expenses of a
business. This is known as capital.
Capital is needed for:
Starting up a business
Expansion
Increase working capital
Capital Expenditure: money spent on non–current
assets.
Revenue Expenditure: money spent on day-to-day,
recurring expenses.
The Responsibilities of the Finance Department
Recording all financial transactions
Prepare final accounts
Cash flow forecast
Make important decisions
Provide info to managers
5.2. Sources of Finance
The primary sources of capital include:
Internal Sources: Obtained from within the business
itself.
External Sources: Obtained from outside and separate
from the business.
Internal Sources of Finance
Retained Profits: Profit businesses obtain after costs.
Advantages
Disadvantages
It does not have to be repaid.
The new business will not have
any.
It doesn’t incur interest.
Small firms’ retained profit
may be low to finance the
expansion.
The Role of Legal Controls on Location Decisions
Reasons the government influences these location
decisions:
To encourage businesses to set up and expand in
areas of high employment.
To discourage firms from locating in overcrowded
areas or on sites with natural beauty.
Two types of measures used by the government to
influence where firms are located:
Planning regulations (legally restrict business activity
from certain areas).
Government grants or subsidies encourage them to
locate in undeveloped areas.
5. Financial Information and
Decisions
5.1. Why does a Business Need
Finance?
WWW.ZNOTES.ORG
Reduces payment to owners,
e.g., dividends for
shareholders.
Sale of Existing Assets
Advantages
Disadvantages
Better use of unwanted
capital
It can take time to sell the
assets, and the amount may
not be the same as when
purchased.
Doesn’t increase the debts of
Source of finance not
a business
available for new businesses.
Sale of Inventories
Advantages
Disadvantages
It may disappoint customers if a
Reduces opportunity cost. sudden change in demand is not
met.
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Advantages
Disadvantages
Advantages
Disadvantages
Reduces storage costs.
Don’t have to be repaid
Given with strings attached
Owner’s Savings
Microfinance
Providing financial services to poor people not
secured by traditional banking.
Advantages
Disadvantages
Quick availability
Savings may be low
No interest is paid
Increases risks for owners, as they
might have unlimited liability.
External Sources of Finance
Advantages
Disadvantages
A permanent source of
capital
Dividends are paid after tax.
It doesn’t need to be paid
back
Shareholders expect
dividends.
No interest
Ownership will change if many
shares are sold.
Bank Loans: A sum of money from a bank repaid with
interest.
Advantages
Disadvantages
Quick, easy to arrange
Must be repaid with interest
Available for varying lengths Security or collateral security
of time.
must be given
Large companies receive lowinterest rates if large sums
are taken.
Selling Debentures
Debentures are certificates issued to a debenture
holder for the money they lent, which must be repaid
within 20 – 25 years.
Advantages
Disadvantages
Long term finance
Loans must be repaid, and interest
must be paid.
Debt Factoring
Debt factors are specialist agencies that buy the
claims of debtors of firms for immediate cash.
Advantages
Disadvantages
Availability of immediate cash
The firm doesn’t receive 100%
amount
Grants and Subsidies
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Disadvantages
Small loans can be obtained by
start-ups (especially if it’s by
simple people)
High-interest rates
Greater risk for the lender
Issue of Shares: Sale of business shares (only for limited
companies)
The risk of collecting the
debtors becomes the factor,
not the business’s.
Advantages
Crowdfunding
Funding a project or venture by raising money from
numerous people who each contribute a relatively
small amount.
Advantages
Disadvantages
It's a fast way to raise a
substantial sum.
Crowdfunding platforms may
reject the proposal if it is not
done well.
No initial fees are payable to
If the total amount is not
the platform; only when the
raised, finance invented by
goal is reached a % will be
others will have to be repaid.
taken.
It allows public opinion to be
heard to see if the idea is
good.
Media interest and publicity
are needed for a chance of
success.
It is often used by
entrepreneurs when other
traditional methods are not
available.
Competitors could steal the
idea.
Short vs. Long-term Sources
Short-term finance (shortage of ash in short rem can be
overcome in 3 ways):
Overdrafts
Advantages
Disadvantages
‘Overdraw‘ (spend more
money than is currently in the
account)
Interest rates are variable
(vary from each overdraw)
Flexible form of borrowing
The bank can ask for the
overdraft to be paid quickly.
Interest will be paid only in the
amount overdrawn.
Overdrafts are cheaper than
short-term loans.
Trade Credit
It is when businesses delay payments to suppliers
Advantages
Disadvantages
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Advantages
Disadvantages
Almost an interest-free loan
May not provide discounts
Reduces cash outflows in the
short run
Factoring of Debt
Long-Term (Loans Available for More than a Year)
Bank Loans
They are payable over a fixed period
Hire Purchase
It allows a business to buy a fixed asset over a long
period with monthly payments, including interest.
Advantages
Disadvantages
Doesn’t have to find a large
cash sum to purchase the
asset
A cash deposit is paid at the
start of the month
High-interest rates
Leasing
It allows a firm to use an asset without paying for it.
Advantages
Disadvantages
Doesn’t have to find a large
cash sum to purchase the
asset
The total cost of leasing
changes will be higher than
purchasing the asset.
Maintenance is taken care of
by the leasing company.
Issue of Shares
Only available to limited companies
Debentures
Long-term Loans or Debt Finance - this is different from
share capital:
Loan interest is paid before tax and is an expense.
Loan interest must be paid every year.
The loan must be repaid.
Often ‘secured‘ against particular assets.
Factors When Choosing the Source of Finance
The main factors considered in making the financial
choice:
Size of business & Legal Form (type of business):
Public limited companies have a larger choice of
sources of finance because they pay less interest (less
risk).
Amount of Capital Required: if you need just a little
money, you won’t issue new shares.
Purpose of Capital & Time Period: The general rule is
that the finance source should match the financial
need:
If the use of capital is long-term, the source should
be long-term (same with short-term).
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Existing Loans (risk and gearing ratio): If a business
has already taken out many loans, banks will think it is
too risky to finance.
Gearing: measures the proportion of total capital
raised from long-term loans.
Common Reasons The Banks Refuse to Loan to
Small Businesses
Weak cash flow
Lack of security or collateral.
Poor preparation by the business owner when applying
for the loan.
Banks Need These to Lend
Cashflow forecast
Business plan
Collateral/security
Forecast income statement available
5.3. Cash-Flow Forecasting and Working
Capital
Cash is a Liquid Asset: it can be immediately available to
spend on goods & services.
Cash Flow: the cash inflows (money received by business)
& outflows (money paid) over some time.
Cash Inflow: money coming into the business.
Sale of goods
Sale of assets
Payments to debtors
Borrowing money
Investors
Cash Outflow: money going out of the business.
Purchase of goods
Purchase of non-current assets
Payments of salaries
Repaying loans
Trade payables
Cash Flow Cycle
It shows the stages between paying out cash and
receiving cash.
1. Cash outflow to pay for materials, rent, etc.
2. Goods produced
3. Goods sold
4. Cash payment received for goods sold (cash
inflow)
The longer it takes for the cash flow cycle to be
completed, the greater the working capital.
Cash flow is not the same as profit.
Profit consists of goods sold on credit, whereas cash flow
is a business's cash sales in a month.
When profitable businesses run out of cash, it is known as
insolvency
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Due to:
Over-trading
Long credit time
Less credit time received
Many fixed assets purchased
Delaying the purchase of fixed assets will reduce cash
outflows, but in the long run, a company may lack
efficiency as they don’t have up–to–date technology.
Long Term Solutions
Cash Flow Forecast
Cash-Flow Forecast: an estimate of a business's future
cash inflows and outflows on a month-by-month basis.
Shows the expected cash balance at the end.
Closing Cash Balance: the amount the business holds at
the end of each month.
Opening Cash Balance: the amount the business holds at
the start of each month.
Net Cash Flow: The difference between the cash inflow
and outflow (inflow – outflow)
January February March
Opening bank balance (A)
10,000
15,000
(5,000)
Cash inflow (B)
35,000
45,000
50,000
Cash outflows (C)
30,000
65,000
40,000
Net cash flow (D=B-C)
5,000
(20,000)
10,000
Closing bank balance (=A+D)
15,000
(5,000)
5,000
Uses of Cash Flow Forecast
Starting up a business
The first few months are crucial to every business, as
owners don’t realise the amount of cash needed,
which is why they fail.
Businesses need to spend on labour, land, and capital.
They even have to advertise and promote extensively.
Many owners don’t understand the importance of cash
flow in a business, so they fail.
Keeping the bank manager informed
A cash flow forecast will help a business receive a
loan.
The bank manager needs to know when the amount is
needed, for how long, and when it will be repaid.
Managing an existing business
Managing cash flow
Businesses with high bank balances can use their cash
effectively in other areas.
How do you Overcome Cash Flow Problems?
Short Term Solutions
Increasing bank loans will inject more cash into the
business, but interest and loan must be paid.
Delaying payments to suppliers will decrease cash
outflows in the short run, but suppliers may refuse to
provide discounts or supply.
Reducing credit periods may help a business increase
short-term cash inflows, but customers may switch to
competitors.
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Attracting new investors
Cutting costs and increasing efficiency using lean
production.
Develop new products
5.4. Working Capital
In the short run, it is the capital available to a business to
pay for day–to–day expenses.
Working Capital = Current Assets – Current Liabilities
Working capital can be in the form of:
Cash
Value of debtors
Value of inventory
Working capital should be handled properly because it
shows investors & banks how efficient a business is and
its financial strength.
5.5. Income Statements
Accounts: the financial records of a firm’s transactions.
Accountants: professionally qualified people who are
responsible for keeping accurate accounts and producing
final accounts.
Final Accounts: These are produced at the end of the
financial year and give details about the profit/ loss made
over the year and the worth of the business.
The simple equation for profit:
Profit = Sales revenue – total costs
Profit can be increased through:
Increasing the sales revenue so that it is higher than
the production costs.
Reducing the production costs.
A combination of the two.
Importance of Profits
Importance for Private Sectors:
Reward for enterprise
Entrepreneurs have special qualities, and they
must earn rewards for that.
Reward for risk-taking
Shareholders/investors/owners take risks when
they provide capital; profits reward those risks.
Payments act as incentives to invest more and
make the business profitable
Source of Finance
Profits after payments can be used to fund
expansion
Indicator of Success
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Profits show that investing can be profitable, but
losses show that investment must not be made.
However, Profit ≠ Cash as profit is derived from
revenue, but cash can be derived from many
places (e.g. selling assets like cars).
Importance of profit to the public sector:
Used as a source of finance to develop the stateowned business or be more efficient.
Importance of profit to social enterprise:
Balance profit-making with their aims, as profit is used
for the firm's survival.
Understanding Income Statements
Income Statement: a financial statement that records the
income of a business and all costs incurred to earn that
income over some time.
Managers, banks and other investors will use it to see if a
business is making a profit:
To compare with previous years - if it is greater than
the year before
To compare to competitors
The main features of an income statement include:
Revenue: the income to a business from the sales of
goods and services.
Equation: Units sold x Cost per unit
Costs of Sales: the cost of production or buying the
goods the business sells during a period.
Equation: Opening inventories + Purchases –
Closing inventories
Gross Profit: the profit made in revenue is greater
than the cost of sales.
Equation: Revenue – Cost of sales
Trading Account: shows how gross profit is calculated.
Net Profit: the profit the business makes after
deducting all costs.
Equation: Gross profit – Overhead costs (Fixed
costs)
Depreciation: the fall in the value of a fixed asset
over time.
Retained Profit: the net profit, after taking away taxes
and payments to owners – which is reinvested into the
business.
Limited companies will have in their income statements:
Corporation tax is paid from net profit.
Dividends paid to shareholders.
Retain profit after these two deductions.
Results from the previous year will allow for easy
comparisons.
2018
2017
Net profit
$195
$240
Corporation tax
– $35
– $40
Profit after tax
$160
$200
Dividends
– $120
– $130
Retained profit for the year
$40
$70
Uses of income statement:
Know the profit/loss made.
Compare their performance.
Profitability of individual products.
Products to launch.
5.6. Statement of Financial Position
Statement of Financial Position – a document that shows
the value of the business’s assets and liabilities at a time.
Assets: Items of value owned by a business.
Current Assets: (Short-term Assets) Items owned by
the business for less than 1 year, i.e. Raw material,
cash.
Non-Current Assets: (Long-term Assets) Items owned
by a business for more than 1 year, i.e. Buildings, land,
company cars.
Liabilities: debts owed to the business.
Current Liabilities: (Short Term Liabilities) Debts owed
by business for less than 1 year, i.e. bank overdrafts
and wages.
Non-current liabilities: (Long-term Liabilities) debts
owed by a business for more than 1 year, i.e., longterm bank loans and creditors (money the business
owes to suppliers).
The Total Equity (AKA Shareholders’ funds) is how
much a business is worth. (only for limited
companies).
Shareholders’ Funds = Total Assets – Total
Liabilities
The shareholders’ funds are the total money invested
in a business by the shareholders/owners.
This money can be invested by either share capital or
reserves (Retained profit and loss).
If the total equity of a business has increased/fallen,
the shareholder’s stake in the company will be worth
more/less, respectively.
Example of Statement of Financial Position
Assets
2018 ($00)
2017 ($00)
Land and buildings
450
440
Machinery
700
$600
1150
1040
Non-current (fixed assets):
Example of Income Statement
2018
2017
Revenue
$1250
$1300
Cost of sales
– $900
– $900
Current assets:
Gross profit
$350
$400
Inventories
80
50
Expenses, including interest paid
– $155
– $160
Account receivables (debtors)
50
60
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Assets
2018 ($00)
2017 ($00)
Cash
10
15
140
125
1290
1165
Total Assets
Liabilities:Current liabilities:
Account payables (Creditors)
65
40
Bank Overdraft
65
60
130
100
Non-Current liabilities:
long-term bank loans
300
245
Total Liabilities
430
345
Total Assets - Total Liabilities
860
820
Share capital
520
500
Profit and loss reserves
340
320
Total Shareholders’ funds/equity
860
820
Interpreting Balance Sheets
Shareholders can see the value of their stake
Shareholders can also analyse how expansion has been
paid for by long-term loans, retained profit, or increased
share capital (sales of shares).
You can calculate the Working Capital.
Working Capital = Current Assets - Current Liabilities
You can also calculate the Capital Employed – the longterm and permanent capital invested in a business.
Capital Employed = Non-Current Liabilities + Total
Equity
Analysis of Accounts: using data in the accounts to make
useful observations about a business's performance and
financial strength.
Used to compare results from other years and other
businesses.
Liquidity: the ability of a business to pay back its shortterm loans (debt).
Illiquid: assets are not readily convertible into cash.
Profitability: the measurement of the profit made relative
to either sales achieved or the capital invested in the
business. Also, a measure of efficiency.
There are 2 types of ratios:
Profitability Ratios – how profitable a business is
Liquidity Ratios – how able a business is to pay its
short-term debts (current liabilities)
Profitability Ratios:
Gross Profit Margin (%): how well a company converts
sales into gross profit.
​
The percentage of how much profit you have to
earn from the capital employed. The higher the %,
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Net Profit
NPM(%) = 100 × Sales
Revenue
​
Shows the percentage of gross profit per $1 worth
of goods. If the following year's profit increases,
either the price increases or the cost of sales is
reduced.
Return on capital employed: how profitable a company
is compared to the money used.
Net Profit
RoCE(%) = 100 × Capital
Employed
​
Shows the net profit made on each $1 Worth of
sales. The higher the results, the more net profit is
gained from the sales.
One profitability ratio isn’t helpful by itself. You need to
use all the profitability ratios and compare them with
previous years of the business.
Liquidity Ratios:
Current Ratio: how good a company is to pay off its
current liabilities with its current assets.
Current-Assets
Current Ratio = Current-Liabilities
​
Shows whether the business has enough currentterm assets to pay off short-term debts; if less
than 1 means the business does not have money,
1 is when a business can exactly pay debts, and
when more than 2 means it has excessive assets
that could be put to use.
Acid Test Ratio: measures the ability of a company to
pay off its liabilities without depending on the
inventory sales.
assets-inventories
Acid Test Ratio = Current
Current-liabilities
​
The acid ratio considers only the liquid assets of
the business, not the inventories. The uses as the
current ratio.
5.7. Analysis of Accounts
GPM(%) = 100 × SalesProfit
Revenue
the more efficient the business is with its capital
employed.
Net Profit Margin (%): how well a company converts
sales into net profit.
5.8. Users of Accounting Information
Managers
They will help them keep control over the
performance of each product.
Help decision-making
Ratios are a quick way for managers to compare their
ratios with other businesses and previous accounts.
Shareholders
Shareholders and potential investors want to know
how big a profit/ loss the company has made.
They will want to check the profitability and liquidity
ratios and decide whether shareholders have to buy
more shares.
Creditors/Trade Payable
Liquidity ratios indicate the ability of the company to
pay back its debts.
Banks
Risk of illiquid, no lending.
Government
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To check the tax revenue, whether the firms are
paying the right taxes.
Workers and trade unions
They just want to assess whether the company's
future is secure.
Access the profits to help unions improve wages and
working conditions of employees.
Other businesses – competitors
The managers will compare their profitability and
liquidity with other businesses.
Limitations of Accounting Records and Ratio
Analysis
Managers have access to all account data; external users
only have what the business requires to show by the law.
Ratios are based on past accounting data and can not be
used to forecast future business performance.
Accounting data over time will be affected by inflation,
and comparisons can be misleading.
Different companies may use different ways of
accounting. Therefore, comparisons may be difficult.
6. External Influences on
Business Activity
6.1. Economic Issues
Main Stages of the Business Cycle and Trade Cycle
Gross Domestic Product (GDP): the total value of the
output of goods and services in a country in one year.
Impact on Business from Changes in Economic
Indicators
Changes in employment levels will affect the ability of the
business to recruit new employees and also the income of
customers.
Rising inflation may increase business costs, leading to
higher product prices. The effect of increasing inflation
depends on the type of product sold.
An increase in GDP means the economy is growing.
Increase sales, higher income, but recruitment of
employees hard.
Government Economic Objectives
Low inflation
Low Inflation: Low prices of goods & services so that
people will buy more money in the economy.
Inflation: The increase in average prices of goods &
services.
Rapid inflation may lead to:
A fall in the value of money falls in real incomes.
Wage price spiral.
Fall in international competitiveness as prices will be
high.
Businesses may not want to expand and create jobs.
Living standards will fall.
Low inflation rates will act as an incentive for firms to
produce and encourage them to expand.
Low Unemployment
Low Unemployment: A high % of people work so that they
don’t rely on government funds.
When people want to and have the ability to work but
can’t work, then they are said to be unemployed.
The country's output will be lower if unemployed
people don’t produce goods and services.
It involves an opportunity cost as the government has
to pay greater unemployment benefits, which could be
used to improve education and increase living
standards.
Economic Growth
Recession: too little spending, falling GDP, demand and
prices, workers lose jobs.
Slump: long-drawn-out recession. Unemployment is
higher, and prices fall; many businesses fail to survive this
point.
Growth: GDP is rising, unemployment is falling, and living
standards are higher. (Firms are doing well at this point).
Boom: too much spending, inflation, shortage of workers,
and businesses uncertain about the future.
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Economic Growth: growth of a country's GDP (Gross
Domestic Product) – more goods and services being
produced and sold.
If an economy’s total output rises, it is said to be
experiencing economic growth.
GDP is the total value of goods and services produced
in an economy.
Economic growth may cause employment to rise,
increasing living standards and reducing poverty.
A fall in GDP can lead to:
Unemployment
Fall in average living standards as poverty rises
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Less investment
Balance of Payment
Balance of Payment (of Imports & Exports): the difference
between a country's imports and exports balance out
(BoP = Exports – Imports).
Exports: Goods and services sold from one country to
another.
Imports: Goods and services bought by one country
from another.
Balance of payments is a record of one country’s financial
transactions internationally.
Governments will aim for an equal balance of payments:
exports equal imports.
Higher imports than exports lead to a budget deficit.
Higher exports than imports lead to a budget surplus.
Problems of Budget Deficit:
The government can run out of foreign currency
reserves and will have to borrow.
The exchange rate depreciates – the price of our
currency falls as compared to the other currency.
Exchange Rate: the price of a currency in terms of
another.
6.2. Government Economic Policies
Fiscal Policy
Fiscal policy: any changes by the government in tax rates
or public sector spending.
Spending by the Government:
Government spending decisions can have a great impact
on certain business decisions.
If the government decides to increase its spending:
Increase subsidies and grants (to encourage
businesses to set up in high-unemployment areas).
Increase in welfare benefits, meaning consumers will
have a higher portion of income to spend.
Stimulation of economic growth.
If the government decides to decrease spending:
Increased competition (mainly if privation is used)
Disinflation (the reduction in the rate of inflation)
Tax
Direct Tax
Income tax reduces consumer disposable income.
Corporation tax on comparing profit.
Indirect Tax
Expenditure taxes, e.g. VAT
Import tariffs/quotas to reduce imports from abroad.
Import Tariffs: tax on imported goods.
Import Quota: a physical limit on the quantity of a
product to be imported.
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Governments and spending decisions include a tax
measure according to the effect they want to achieve.
Governments will reduce spending and increase tax rates
to reduce inflation.
Governments will increase spending and decrease tax
rates to stimulate economic growth.
Monetary Policy
Monetary Policy: change in interest rate by the
government and the central bank.
Governments will have a set of objectives they would like
to achieve and will present these objectives to the central
bank, which will set the interest rate in accordance with
these objectives.
If these objectives seek to increase the overall demand in
the economy, the central bank will lower interest rates,
which will lead to More consumer spending than borrowing.
More risk of inflation (Decreases confidence
consumers/Businesses have).
There is less incentive for firms to invest/expand.
Depreciation of the exchange rate (Fall in value of the
country’s currency) will make for cheaper imports.
If these objectives seek to decrease the overall demand in
the economy, the central bank will raise the interest rate;
this will lead to Less consumer spending than borrowing.
Less risk of inflation (Increases confidence
consumers/Businesses have).
Increase incentives for firms to invest/expand.
Appreciation of the exchange rate (Rise in value of the
country’s currency) will make for costlier imports.
Supply-Side Policies
Supply-side Policies: try to increase the competitiveness
of industries in an economy against those from other
countries. Make the economy more efficient and increase
supply.
These supply policies focus on more long-term objectives,
unlike fiscal/monetary, which are more short-term and
demand-focused. They have three main categories:
Encouraging Competition: through
privatisation/deregulations.
Labour Market Reforms: through trade unions,
minimum wage, and labour legislations.
Incentive-related Policies: through reduced tax rates
and increased subsidies.
6.3. Environmental and Ethical Issues
Social Responsibility
Social Responsibility: when a business decision benefits
stakeholders other than shareholders.
Examples of business activity impacting the environment:
Emission from transport vehicles.
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Pollution from factories.
Waste disposal
Transportation of goods by ship or track burns fossil
fuels such as oil, creating carbon emissions, which link
to global warming and climate change.
Arguments against being
mindful of the environment:
Argument with being mindful
of the environment:
Pollution and global warming
It can be expensive and reduce
affect all, so social
profit.
responsibility helps reduce
this problem.
Increase prices to pay for
‘environmentally friendly‘
policies.
Using non-renewable
resources leaves less for the
future and raises prices.
Scientists and
It can make firms unproductive,
environmentalists believe
reduce salaries and relocate to
that business activity can do
places without such policies.
permanent damage.
Consumers buy less if the price
is high.
Consumers are becoming
more socially aware, so
environmentally friendly
products have become a
market advantage.
The government should pay to
clean it up.
Pressure groups can take
action to harm the
business's reputation and
sales.
Owners can claim there isn’t
proof that the activity is
causing damage.
Pressure Groups: people who want to change business (or
government) decisions by taking actions, such as
consumer boycotts.
The Concept of Externalities
Private Costs: costs paid for by a business or the
consumer of a product.
Private Benefits: gains to a business or the consumer of a
product.
External Costs: costs paid for by the rest of society, other
than the business.
External Benefits: gains to the rest of society, other than
the business.
Social Costs = External costs + Private costs.
Social Benefits = External benefits + Private benefits.
If the social benefit exceeds social costs, the scheme will
likely be accepted; the government/local community will
probably refuse permission.
Sustainable Development
Sustainable Development: Development which does not
risk future generations' living standards.
Business can be sustainable by:
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Use of renewable energy
Recycle waste
use fewer resources
Develop new ‘environmentally friendly‘ products and
production methods.
Main Reasons Why Businesses Respond to
Environmental Pressure
Consumers
Bad publicity can cause them not to buy; if consumers
think the products harm the environment, they will stop
buying, resulting in the business changing the product or
production method.
Pressure groups
Can take actions towards businesses like consumer
boycotts.
The impact of the actions depends on:
Public support and media coverage.
Consumer boycotts result in a decrease in sales.
The group is well-financed and organised.
Whether the action is unpopular but not illegal
Cost damage methods by the business.
If a business sells to another business - public
pressure is less effective.
Government through legal contracts
By making certain activities illegal:
Locating in an environmentally sensitive area.
Producing non-recyclable products.
Dumping waste in nearby rivers/seas.
Pollution permits - licences that allow businesses to
pollute to a certain level. If the business exceeds the
account, it must buy from a ‘cleaner‘ business or pay large
fines.
Additional taxes on goods or factories resulting in
pollution.
Ethical Issues
Ethical Decision: based on a moral code of conduct,
sometimes called ‘doing the right thing‘.
Offering or taking business from government officials or
people working for other businesses.
Employ child labour, even if it is illegal in some countries.
Buy supplies that lead to damage to the environment.
Agree to ‘fix high prices‘ with competitors.
Pay high to the top of the hierarchy and poorly to the
lower levels.
Two main extreme views to the ethical standards:
If the law is not broken, businesses can do whatever to
gain profit.
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Even if it is not illegal, therefore wrong even if it may
increase profit.
Potential benefits of ethical
decision
Potential limitation of ethical
decision
Customers may be more
inclined to buy products not
made by child labour.
Adults paid higher costs,
especially if good workers’
conditions were involved.
Good publicity about ethical
decisions provides ‘free
promotion‘.
Prices may be set higher due
to higher costs.
Long-term profit increases
If consumers are not
interested in how it’s made
and care only for price - then
profits fall.
Some workers and investors
may want to link an ‘Ethical
business‘, making recruiting
and raising capital easier.
Short-term profit may fall.
Less risk of legal actions
being taken against the
company.
It could be argued that some
countries employ children as
they may be the only source of
income for the family, and
may cause them to fall to low
levels.
6.4. Business and the International
Economy
Globalisation: the world is becoming more
interconnected, leading to increasing worldwide trade &
people moving.
The reasons for globalisation include:
More Free-Trade Agreements and economic unions
between countries have replaced protection for
industries. Consumers can purchase with few or no
import controls.
Improved and cheaper travel links and communication
between countries made it easier to transport goods
globally. Interest also allows east price comparisons,
and online/e-commerce allows orders to be placed
anywhere.
Many ‘Emerging market countries‘ are industrialising
very rapidly. They can sell globally at cheaper prices
because of the loss of growth of the firms and
industries.
The Opportunities and Threats of Globalisation to a Business
include:
Potential
Opportunities for
Business
Effect 1
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Effect 2
Potential
Opportunities for
Business
Effect 1
Effect 2
They are
expensive to sell
Start selling exports
Increase potential
abroad, and
to other countries sales, especially foreign consumers
opening up foreign
online sales.
buy the products
markets.
even if they are
popular at ‘home‘.
Quality good?
Open
Ethical issues?
factories/operations Cheaper to make
Expensive or
in other countries
goods outside
difficult to set up
(become a
than domestically.
operations in
multinational)
other countries?
Products need
No trade
maintenance and
Import products from
restrictions, more partly repairs. Will
other countries to sell
profitable to buy, the needed parts
to customers in
could sell
be available from
‘home‘ country.
domestically.
the foreign
producer?
Cheaper
Import materials and
purchases of
Are suppliers
components from
supplies from
reliable? Does
other countries. But
other countries
greater distance
still produce final
will free trade and
add too much
goods in the ‘home‘
reduce costs.
transport costs?
country.
Materials can be
supplied ‘online‘.
Potential Threats to
Businesses
Effect 1
Effect 2
Increase imports
Increased
If competitors offer
into the home
competition forces
cheaper products,
market from foreign
local firms to be
domestic sales fall.
competitors.
more efficient.
Create further
Increase investment
Local firms become
competition from multinationals Multinationals that
suppliers to
to set up operations
multinationals,
and
afford the best
in the home
employees may
their sales could
country.
increase.
have economies of
scale.
In some
professions,
Employees may
It might encourage
employees have
leave businesses
local businesses to
more choices about
that cannot pay the
use various
where they work same or more than
motivational
businesses will
international
methods to keep
have to make more
competitors.
their workers.
effort to retain
them.
CAIE IGCSE BUSINESS STUDIES
Why Government Might Introduce Import Tariffs and
Import Quotas
Import Tariffs: tax placed on imported goods in the
country.
Import Quota: a restriction on the quantity of a product
that can be imported.
Protectionism: when a government protects domestic
businesses from Foreign competition using tariffs and
quotas. This reduces employment incomes.
Import tariffs increase the prices of imported goods,
making them less competitive than locally produced
goods.
Import quotas decrease the quantity of imported goods;
increasing the price means less availability, thus
increasing sales for domestic products.
6.5. Multinational Companies (MNCs)
Multinational (Transnational) Company: a company that
has factories or service operations in more than one
country
It is not just selling products abroad; it is having
operations abroad
The benefits of a business and its impact on becoming
international:
Benefits to business
Impact to stakeholders
New market
Higher dividends
Easier to obtain raw materials Opportunity to live and work
as they can be closer
abroad
Avoid trade barriers and
import taxes
Suppliers increase/decrease
depending on the location
Low Labour costs
Government gains
higher/lower taxes
Spread risk (if there are low
sales in one country and high
sales in another)
Benefits to the business
Benefits to the country
Producing goods at lower
costs
Jobs are created
Investments in the
Closer to resources (i.e. oil) development of infrastructure
in the country
Closer to market
More exports
Avoid expensive taxes on the
import of goods (i.e. Korean
cars (KIA) being produced in
the EU to benefit from free
trade)
Tax – more money to the
government
Spread risks (if there are low
Increased product choice for
sales in one country and high
consumers
sales in another)
Advantages to Host Country
Disadvantages to Host
Country
New investment
Influence the government and
economy (bringing outside
influences and culture).
More export increases the
international competitiveness
of the country
Due to MNCs ' expertise and
activity, existing firms will
likely be pushed out of the
market.
Fewer imports keep domestic Depletion of scarce resources
businesses active and
and endangerment of natural
prevent the BoP deficit.
sites.
Jobs created reduced
unemployment.
Profits flow out of the country.
Increase tax paid to the
government.
Often, unskilled work is
created.
More competition helps
increase the productivity and
efficiency of domestic
businesses.
6.6. Exchange Rates
Exchange Rate: the price of one currency in terms of
another currency.
For example, 1 Euro is equivalent to 1.2 Dollars
Currency Appreciation: when the value of a currency
increases.
It can buy more of another currency
1 euro = 1.2 dollars, to 1 euro = 1.5 dollars.
Currency Depreciation: when the value of a currency
decreases.
It can buy less of another currency.
1 euro = 1.2 dollars, to 1 euro = 1 dollar.
2 things influence the exchange rate of a currency:
Demand for the Currency: if many people want to buy
the currency, the price will increase because there is a
‘limited’ number of currencies (so it leads to
appreciation).
Supply of Currency: if the central bank prints more
money, the supply increases, but the demand is still
the same, so the value is lower (leading to
depreciation).
Exchange Rates Can Affect Businesses By:
If it Appreciates
If it Depreciates
Import prices rise: your
Import prices fall: since your
currency is worth less, so you
currency can buy more of the
need more to buy other
other currency.
currencies.
Export prices rise: your
currency is worth more, so it
is more expensive for other
currencies to buy it.
Export prices fall: it is worth
less, so other currencies can
buy your currency for less
than theirs.
This means that if the currency appreciates:
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CAIE IGCSE BUSINESS STUDIES
The product’s price in other countries will increase
The business will make more profit
Businesses can lower the price and still make the
same amount of money as before – it is more
competitive.
If the currency depreciates:
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The product’s price in other countries will decrease
less profit will be made
Businesses need to raise the price to make the same
amount of money as before – less competitive.
CAIE IGCSE
Business Studies
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